That list of referral partners in your phone? Most of them have never made you a real dollar. Not one. You picked them because you liked them, and liking each other isn't a business.
In this episode you'll build a strategic alliance that puts revenue on your books: how to pick the partner by the client you both sell to, why the number goes down before anyone talks about a deal, the one-page split most owners are too polite to write, and the one shared scoreboard that turned a dead month three into $740,000 by month twelve!
Topics discussed:
Introduction (00:00)
The $740,000 partnership and the month it almost died (00:12)
Why most of your referral partners never made you a dollar (02:26)
Move #1: pick the partner by the client you both already have (02:54)
The coffee shop next to the bookstore: same client, zero overlap (03:07)
Move #2: put a number on it before anybody talks about a deal (04:58)
Move #3: write the split on one page while you still like each other (06:47)
Move #4: one scoreboard you can both see (10:18)
Month three: finding the leak and fixing the trigger (12:05)
Move #5: let the number run the relationship (14:06)
Your one move for today (15:32)
Scott wrote the long version of this episode as a book. Grab Ascent, the story of how he stopped being the answer to every question in his own company: https://MePlusUltra.com/ascent
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This episode was produced by Podcast Boutique https://www.podcastboutique.com