- A referral of value to a mortgage broker is a client seeking advice for their employees on mortgages for staff retention benefits leading to multiple transactions / relationships that provides on-going fee income – not someone just wanting one off mortgage top up.
- A referral of value to florist is a business wanting regular orders for flowers, not someone wanting just a one off bunch of tulips.
- A referral of value to a local electrician is a business wanting on-going electrical maintenance of a contract of size, not for a one off plug installation.
- A referral of value to a shoe retailer is for a sports team to be kitted out for boots or a school wanting a package deal on foot wear, not someone wanting one pair of shoes.
- A referral of value to an engineering workshop is for a sizeable project referral or maintenance contract to local business, not for a minor one-off welding job.
- A referral of value to a Solicitor would be a growing business seeking risk management solution for contracts being provided, not a potential one off residential conveyance transaction.
- A referral of value to a real estate agent is any potential listing or potential buyer of a residential / commercial property – simple.
- A referral of value to a vehicle workshop would be a fleet owner, not a one of WOF transaction.
- A referral of value to a painting firm would be a project requiring more than one room to be painted, not a one off touch up ceiling / wall job.
- A referral of value to a web designer is for a web site needing to be fully built / revamped and requiring on-going involvement to maintain the site or provide e-commerce input, not a one page web site / landing page.
Conversely it is the individual Members responsibility to educate all other Members on what they view as a referral of value.
So the challenge with every Lead (all valuable) is the assessment, is it a transaction or referral. Both will be accepted of course but the focus is on quality leads for longer term benefits for the TENX member, not just one off transactions.