Big Picture Thinking

I was hesitant to write this because I didn't
really want to 'bash' anyone - but I thought
it was something you could really benefit
from so I went ahead...so here goes.

Several months ago I referred a local plant
that wanted to build a corporate wellness
center to an equipment vendor I know.

The deal was essentially closed and all he
had to do was write up the paperwork and
collect a commission check of about 10 grand.

After I passed the lead along I never thought
anything else about it until the other day when
the plant contacted me about working with them.

Then I got to thinking...

I referred business to someone that provided them
with more commission that my entire coaching
salary for my first two years as a head baseball
coach.

Not even a thank you.

I know a number of equipment vendors that
would've offered me 20-30% of the commission
for the referral.

Not even a card;)

Make no mistake - no one is required to reward
a referral.

But let's think about this for a second.

I have a relatively large network of fitness pros
from our newsletter, PTU, TIC and out other
offerings that I could potentially refer...

I am the co-owner of the largest youth fitness
organization in the industry...plenty of other
people I could refer...

I'm a partner in a youth fitness franchise that
will certainly be looking for preferred vendors
upon launching in 2009...

Maybe I only referred him a couple more deals
over time worth a few grand.

But maybe I refer a lot of business and we
choose his company as our preferred vendor
for our franchise. That could be worth hundreds
of thousands to him in commission.

Think I'll be referring more business there?

Nope...too many other vendors in my network
that treat me better.

So the lesson I was reminded of and hopefully
you're reminded of too is this:

When you interact with a client, prospect, JV
partner or member of your network - don't make
choices thinking only of the short term
ramifications.

Think about the lifetime value of those relationships
and what they could potentially be.

Or just treat people the way you'd want to be
treated...the result will usually be the same.

You never know what treating someone well
might mean for your business.

Dedicated to your success,

Pat

P.S. - If you want to learn how to build
raving fans in your business, check out:

http://www.megamarketingforfitness.com

Fitness Consulting Group

PO Box 1539
Elizabethtown, KY
42702-1539
US

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