Referral Partner Handbook - Chamber Handbook.pdf for the sponsor referral program: a) The referral...

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Transcript of Referral Partner Handbook - Chamber Handbook.pdf for the sponsor referral program: a) The referral...

  • Where Relationships & Referrals MeetTM

    Partner Handbook

    Referral Partner Handbook

    How to Contact REO, LLC Mail: PO Box 10552 Knoxville, TN 37939-0552 Website: www.REOmeetings.com Area Marketing Development Representative: Name: Phone: Email:

    What are your expectations of REO?

    How will you know you’ve been successful?

  • • 2 • © 2008 REO, LLCPartner Handbook

    12 Ways to Kill Your Team ...................... 23-24 Alternates ...................................................... 7 Attendance ................................................... 4 Board Service ............................................. 13 Caliber ......................................................... 18 Character ...................................................... 14 Commitment ................................................. 3 Complaint Process ....................................... 16 Connections .................................................. 8 Dues & Payments ....................................... 17 Establishing Trust ........................................ 15 Free Consultation ......................................... 12 Guests/Team Growth .................................. 5 Holidays & Snow Policy ............................... 7 How Groups Work ....................................... 22 Networking Break .......................................... 6 Partner Meetings .......................................... 12 PTM Qualification Report ............................. 28 PTM’s (Probationary Team Members) .......... 2 Referral Requests ........................................ 10 Referrals: Finding .......................................... 6 Referrals: REO vs. Lead ................................ 9 Referrals: Reporting ..................................... 20 Referrals: Tracking ....................................... 19 Showcases ................................................... 11 Sponsor Rewards ........................................ 5 Terms ..................................................... 25-27 Training ....................................................... 21

    Where to Find it...

    All new REO referral partners are accepted on a 3 month (13 week) probation period. PTM’s are required to com- plete the following 6 tasks before being inducted onto a team as a Green Member: 1: 85% attendance 2: invite 3 qualified guests 3: Four 1:1 partner meetings 4: arrive early to greet guests 5: attend 2 Referral Trainings 6: give one REO level referral

    PLEASE LET YOUR COMMUNICATION CHAIR KNOW THAT YOU HAVE COMPLETED THIS TRAINING.

    Upon completion of the probationary period and the 6 tasks outlined above, the Membership Chair polls the team for any objections to PTM being inducted as a Green Member. The team has 3 options: 1. invite PTM to become a Green Member 2. deny membership 3. extend probation by 1-month REO Board decision is final.

    Most Probationary Team Members are accepted to the REO team, however, PTM’s can be declined for a variety of reasons including, but not limited to: • lack of ethical behavior • team complaints • personality conflict • excessive absences / substitutions • lack of relationships with REO team • incomplete PTM qualification

    PTM Qualification Report: It is your responsibility to complete the

    PTM Qualification Report

    You were emailed this report upon your acceptance to REO. You will be required to turn in this report to the Membership Chair before being approved for final accep- tance as a Green Member of REO

    PTM’s

    IMPORTANT MESSAGE

    WHEN FLASHING

    Look for this sign for IMPORTANT information throughout this

    handbook

  • Where Relationships & Referrals MeetTM

    Partner Handbook

    Commitment

    REO: • We commit to our vision.

    • We commit to continually innovate and improve. • We commit to create the strongest teams possible.

    • We are personally committed to impact our member’s success.

    MEMBERS are expected to: a) attend 11 of 13 meetings p/quarter (no more than 12 absences p/year) b) arrange for an alternate when you expect to have a planned absence c) provide referral partners with at least 2 REO introductions p/quarter

    d) invite 1 guest per month to any REO team

  • • 4 • © 2008 REO, LLCPartner Handbook

    Caliber is determined by your REO attendance. This is easy: the more you attend, the more your commitment shows, the more connections you make, the more people trust your character and the better return you’ll get (caliber).

    Character is expressed by your REO attendance. It is easy to join a REO team, however, character

    takes time to exhibit. Attending REO regularly shows good character as well as reliability and respect for your

    team members and their future referrals.

    Connection is the outcome of your REO attendance. Trust is not built overnight. Attending REO meetings regularly

    helps referral partners be assured that you are reliable. Your new REO team has built many connections amongst its

    members - now it is your turn to prove yourself. Referral partners will not refer to you until they get to know you,

    like you and trust you. Attend Regularly

    Commitment = Attendance = Connections = Prosperity

    Attend 11 of 13 Meetings p/Quarter

    Teams begin on time and end on time.

    REO’s Vision & Mission: Vision: Create networks for all professionals to be well connected and prosperous.

    Mission: We provide exciting, structured, caring, and professional teams that generate profitable relationships by building significant and meaningful business connections.

    Commitment is the cornerstone of REO attendance. Your attendance is a representation of that com- mitment. REO members enthusiastically attend REO meetings, not because they are required to but because they enjoy the relationships they’ve

    built and because REO is profitable to them. At- tendance standards for a REO partner are: • Green Partners: 85% attendance (11 of 13 meetings) • Gold Partners: 100% attendance

    IMPORTANT MESSAGE

    WHEN FLASHING

    Team partners notice if you’re absent a lot. It does effect your rate of referral and can

    jeopardize your membership.

  • • 5 •© 2008 REO, LLC Partner Handbook

    1. Invite business professionals you feel confident to do business with! Invite them to be your guest and tell them you have people you’d like to introduce them to that might like to do business with them.

    Don’t ask them to join! 2. Share your passion about REO! Tell them why you’re there and what you’ve gotten from the team. 3. BRAG: Tell them your team numbers (they speak for themselves):

    • # of members • # of referrals • amount of gross sales

    4. Be honest and up front with potential guests. Tell them:

    • there IS a time commitment • there IS a financial commitment • that only the “cream of the crop” is accepted onto a REO team • that your team is actively seeking quality pro- fessionals in their classification - it will be them or their competitor.

    5. REO is seeking high Caliber people NOT quantity. 6. REO is NOT a leads group - it’s a referral team

    Feel free to invite professionals that are already represented on your team. The referral partner on your team is secure in their status, however, you may introduce REO to them and after their visit they’ll receive a call to see if they’re inter- ested in another REO team.

    Quality is our Goal! Invite guests you believe will live up to the REO Golden Rule and the 4C’s.

    Guests

    REO encourages and appreciates partner re- ferrals. In order for a referral to be considered for the sponsor referral program:

    a) The referral partner must be in good stand- ing with their REO team. b) The referred person must join a REO team and be accepted. c) The referred person must remain a member for a minimum of 6 months.

    Sponsor Rewards for Member Referrals: When a referral partner refers to any REO team they will receive: # of New Members Benefit Received Top in Team Special Appreciation Event 10 1 year dues waived 25 Lifetime membership • recognition ribbon for REO badge

    Sponsor Rewards

    Invite One Guest Per Month

    What’s In It For Me (WII-FM)? The radio station that EVERYONE listens to! 1) Discounts: qualify for discounts on your REO dues as you help REO grow. 2) Business: quality guests means potential business for you and your referral partners 3) Trust: introducing your contacts to REO increases your guests circle of influence and their trust in you. 4) Visibility: every guest that attends your REO team increases your visibility by more than 250 people! 5) Potential: quality members means MORE potential for you to get higher Caliber referrals 6) as REO grows we can offer you more exten- sive support and services

  • • 6 • © 2008 REO, LLCPartner Handbook

    Finding Referrals

    Provide Two Introductions P/Quarter

    You will find that there is a networking period during your REO meeting. This time has a very specific purpose:

    Network & Connect!

    During this time it is recommended that you:

    1) Get Information: ask a referral partner for more information about a referral they requested.

    2) Find If There’s a Fit: ask a referral partner if a con- nection you have might be a good fit for them.

    3) Make a Connection: make a phone call or text a prospective conn