How Mike Griffiths generates 20 new referrals a month using his Million Dollar Referral System

How Mike Griffiths generates 20 new referrals a month using his Million Dollar Referral System

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everyone how you doing great to have you on the call i've got someone really special today his name is mike griffiths he's uh very kindly joined us all the way from australia it's the dead of night over there but it's still rather heroically came on the course i'm super grateful we're going to be talking about how to network how to build a steady stream of prospects this works for coaching it works for affiliate marketing works for any form of marketing so really excited about today's cool with that said good morning mike hello dan good to be with you good to be with everyone excited um when you love what you do it doesn't matter that right now it's 404 a year with the body four or four that's tough man that's tough anyway right so um can you tell us a bit about yourself mike before we jump into business and money and all them kind of good things yeah certainly uh but teacher by trade that got sick of the lazy teachers and decided to go on and do something else that's that's the short version uh yeah so primary school high school math teacher elite level basketball coach that's what i thought life would always be i've been fortunate enough to travel the globe coaching at an elite level being an assistant coach to two olympic games where we've lost the gold middle game to the us in 2000 and 2004 coach collegiate basketball over in the us at university of hawaii and university of north carolina coach national league levels so that's what i thought i would do uh teaching allowed me to fit in trainings before school and after school so it was like a perfect life um we came back from the us in 2009 went back into teaching and it only took about three months before i just went there's more to life than this um i got sick of the of the teachers and and the laziness and well yeah they have to put up with this for the next 40 years or go do something else so what does a teacher do they go and start a tutoring center because that's all they know they know education and they know how to teach people and and that's what they do uh so we started a tutoring center where we would provide tutors to people's homes within three months we created uh 480 odd families that we'd see every week 180 tutors that would just tutor for me and all of a sudden we were in business so that that was the first uh first thing that we really did someone else came along and said hey can i have that um yeah of course i wasn't precious to it so we sold that and we went into a health product and this health product was an antioxidant now remember 2009-10 we didn't know too much about antioxidants or health or anything like that it was a purple powder out of the pine bark forests of france and i'm like well how am i going to sell this little purple powder thing uh well i went to personal trainers and gyms and health clubs that went hey how about you guys solve this for me so uh that was how i started to realize how you can leverage through other people's networks and get other people being able to do things for us anyway short story within five months we had 110 000 plus customers who would buy this every single month because they needed it every sort of 32 days and we're off and going someone else came along and said well i want to be able to distribute that throughout the country and bought it from us so now we just do exactly the same with mineral makeups anti-aging skin care we do exactly the same with a jigsaw puzzle business and that led us to a marketing agency uh that was probably the empire that i don't want to ever have again 12 and a half thousand clients worldwide we did everything online marketing wise uh 870 odd contractors that just worked for me uh got bought by canadian group in 2013 and the time was up because i kept getting asked why aren't you on the front page of good why aren't we on the front page of google and i got asked that like four times in a day like well how about i just call google and ask them so i knew my time was up because i couldn't control all these other platforms it's like facebook ads great but if facebook decides that they've had enough of the game guess what you're stuffed because you don't control it if google doesn't want to put your ad on the front page or doesn't want to rank your site guess what you're stuffed so as i continue to look every single one of our businesses grew the same way through referrals through networks through partnerships through human relationships and as long as your business deals with humans it's always the same whether you are running advertising whether you're doing sponsorships whether you're online offline everything happens the same way a human has to make a decision to resonate with you so therefore they can respect you so therefore they can be inspired by you and that is when someone goes i think this person can help me so what we focused on was being able to really show people how do you get more referrals how do you use your networks better how do you create partnerships by simply tapping into the limbic part of the brain which controls all human behavior but is only ever feeling based so it's about activating extraordinary moments within your business that make someone feel a particular way because that's the moment which makes them go ah i actually want to help this person so we've had a lot of fun over the last eight years um being able to show coaches consultants professional service orientated businesses exactly how to do that wow that's uh that that's really quite a story so um what is it what is it actually so it's interesting that was it the little tick what was it was that the the limbic part of the brain so i sort of look at obviously there's lots to the brain so i'm going to keep it really simple that if you go through our brain there's two main parts you've got the cortex part of the brain which is logical analytical rational it's where we live as business owners probably 95 of our day uh our little voice says something and then we justified and rationalize it and we're very logical we're very analytical that part of the brain is there to keep us safe and to help us survive then on the other part of the brain is the limbic part of the brain it controls all human behavior it controls all decision making it doesn't understand language and it's only feeling based so everything i'm saying to you right now that part of the brain is not understanding it's hearing my excitement my passion it's giving me this feeling of hey michael sounds like a good guy or michael's complete or hey this sounds interesting whatever that feeling is it's quickly going over the cortex side and you're rationalizing to go nah i'm going to turn this off no i'm going to keep listening oh this sounds like a really good episode and that happens on the other side of the brain but the decision was actually made in the limbic part of the brain based on a feeling and this is what fascinates me when people go it's just a gut feeling it was but it wasn't your gut it was a limbic part of the brain which gave you that feeling knowing that our brain is hardwired simply for survival that's what it's there to do so to think that we can accelerate the trust the loyalty the bonds that people have with us and we can actually influence human behavior by understanding all of this so it fascinates me just how how unique we are as humans but we're not really we're it's just pure science nice nice okay so how do we um i mean i this is something that i'm always thinking about i've got a coaching business i've got uh software which is selling i mean the it's it's 997 so that's kind of the sweet spot where you start kind of looking at it's either high ticket or kind of mid to high ticket so i'm always looking for more customers to come into the pipeline which is a you know kind of a normal way to be thinking because we you know we all want to grow the business so if i wanted to grow my business using the either olympic brain or any sort of networking system or anything like this where would i begin yeah great um if you'd like me to share my screen yeah let me just see how we do that so um i suppose i need to make you [Music] um okay host co-host okay let me just try to do that so so let it go as we're doing that and i'll bring this up there there are sort of four key levels that generally a business will find themselves in and the the problem that that most people um find themselves in is they find themselves in this sort of red zone or amber zone so down in this red zone it's what i call their transactional focused and when you're transactional focused you sort of got this what i what i'd classify as this hunter mindset and like that's not a bad thing it's actually how we're hardwired because if you don't have this hunter mindset we're not going to survive but in business having a hunter mindset is the worst possible thing you can do because in the end all you're focused on is what's in it for me how's this going to help me how am i going to win and i don't know too many other humans which are going to trust you bond with you or be loyal to you if all you focus on is yourself in the transactional side of things there is this very much i absolutely can't stand it what we call it spam approach let me let me send you direct messages throughout your social platforms let me send you cold emails you always just walk around knocking on people's doors hoping that they don't shoot you type of thing like for someone to buy from you they need to it's not know you like you trust you i hear people say that all the time it's so much deeper than that someone needs to resonate with you so therefore they can respect you so therefore they're inspired by you unless someone is inspired by you they are not paying you a cent full stop so when you think about the spam approach i mean you ain't gonna resonate with anybody you're just going to constantly turn people off there's also what i would call really happening right now is brick creation what's the script that i need to use and that's just so cortex brain it's logical it's analytical and therefore i can give you whatever script you want it won't work and you'll see why it won't work really soon so to me people who are this transactional they're transactional simply because they're in fear and they're in fear because really they've got this belief that simply business is hard so all they're doing down here is really what i would just classify as monotonous activities we're going to go from mcnottness up to at least motion because business isn't hard in my world business is simply evoking positive brain chemicals and when you can evoke positive brain chemicals in people you can influence the relationship and as we know in business whether it's with your team whether it's with prospects whether it's with suppliers whether it's with contractors whether it's with clients business is relationships that's it full stop and the better we are at relationships the better our business is going to be so we move up from transactional to this amber level where i reckon most people sit as what i would call process driven and in this process driven and we've at least gone from hunter mentality to now having what we call outcome mindset i've got this outcome that i need to achieve what are the boxes that i need to tick oh okay you're telling me i need to reach out to people on linkedin or facebook i've got ten to do today and when i've done them tick tick tick tick tick tick tick it's very much in this cortex logical analytical brain and when you're in that part of the brain i find it really hard to connect with you the limbic part of the brain is going there's no feeling here i just don't there's just nothing there but they don't know the illusions they've ever had somewhere in their past where where they had the opposite gender when they were trying to date or or caught somebody who just went just don't feel a spark i just don't feel the chemistry and it's 100 spot on they can't tell you why they don't feel it because that's the other part of the brain but the limbic part of the brain is just going it just doesn't feel right and it's exactly the same with our business relationships you know yourself when you meet someone and you hit it off and you just think wow that was the most amazing person ever and then you meet somebody else and you just go that was hard work can i get out of here as fast as i possibly can it's got nothing to do with what the person's saying it's got to do with the trust the loyalty the bond that your limbic part of the brain was creating as a feeling to how you felt about the other person so rather than being outcome mindset and rather than spam approach we have this thing now where it annoys me let's just add value to people the more we add value to people the more they're going to like us and therefore resonate with us no they're not they're going to just listen to your stuff and go oh yeah that's nice and then they're going to keep on moving on with the world so there's a value add approach where it lets us put up stuff on social media every single day hoping that someone's going to resonate with us more doesn't work because it doesn't evoke emotions then you've got what we call content creation definitely better than using scripts but it takes too long like if you're just constantly putting up content or sharing content day in day out sure someone's going to eventually go huh i really like what dan's saying but that could take years and years and years and years by then you've gone bust five times so we've got to go from this process driven just going through the motion up to creating momentum and when we create momentum it's about going from process driven to being leader driven and being leader driven we're no longer around that hunter mindset or that outcome mindset we've got this connection mindset and i read most people who have been in business and doing well in business understand they need to make connections with other people maybe they go to networking groups maybe they're active online they understand that connect creating connections with others means that more people can see them it means that more people can talk about them so rather than this value add approach and what channels should i use they've got this overall marketing approach now even though like people come for up to us so we can completely transform their referrals their client loyalty uh have their networks talking all about them we've got this whole marketing approach because in the end it's about how do you attract someone into your pipeline how do you nurture them and warm them up and then how do you get them to see that you have a solution and that you're a fit for them most people with marketing they just go what channel should i use should i do seo or facebook ads or google pay-per-click or go to a networking event that's not marketing that's just what channel will give me exposure so it's about having this whole marketing approach and it's about relationship creation so the people in the green zone like it's a good place to be generally these people they're going well but i hear the same thing from them all the time it takes time to build relationships and i just want to tell you that's rubbish it doesn't take time to build relationships i can have a relationship with someone who i've never met before literally within minutes because i understand it's not about building momentum it's about becoming magical it's not about being living leader driven it's about actually being exponential within our business it's not about this connection mindset it's about what i call having this enchanter mindset like i don't know about you dan or your listeners i love harry potter i it is like that it's like how do you be a wizard how do you just get people who are just like wow i just i love being around that person i love the vibe of that person i love how that person their excitement and their passion and and just how they are and they're always wanting to help other people and they're like you can hear it within me like all i care about is your business being able to go out and help millions of people and create this ripple effect of just greatness within the world like that's just getting up to enchanted mindset it's bigger than me it's not having this marketing approach it's having this brain chemical approach so there are really four key brain chemicals i'm not going to go into them and give you a neuroscience lesson here but there's four key brain chemicals three good ones dopamine serotonin oxytocin we need them every single day we get them every day why do you like the ocean or the mountains or the snow or the sun because it makes you feel a particular way it triggers this brain chemical in you why do you feel a bond to your partner trust to your partner because oxytocin is flooding through your brain that's all it is you can rationalize it oh i really like their eyes i really like their warmth or i really like their kindness or i really just like how genuine they are it's crap it's oxytocin flowing through your brain that makes you feel a particular way that makes you feel close to that person it's no different in business relationships it's oxytocin that's making you trust somebody or not so imagine if you could actually control that and influence that and accelerate that and that's why this brain chemical approach is so powerful it's not about relationship creation it's about heartfelt creation it's about when you do things do them because you actually really care about doing them don't do them because you're simply ticking a box don't do them because you go oh it's about creating relationships because michael said so don't do them because it comes from the heart do them because you actually really care about helping the other person do it because in the end if that was the last thing that you got to do on this planet you know you left the planet making a difference and making something good so there's probably a lot of people here who are listening going i don't know if i can get to that level i don't know if that's in me it is you've just been hard wired so far to be probably more process driven like the internet's full of people going do this tactic do this script follow these three steps and that's great it's only going to get you so far it's about being able to get up to this magical level see to me it doesn't take time to build relationships instead it's the moments that people remember when you made them feel a particular way so when you think about that every part of your business can be broken down into moments you're about to send that email it's a moment you're about to get on a call it's a moment you're about to do a marketing campaign it's a moment you're about to respond to a complaint it's a moment it's the moments that people remember when you made them feel a particular way and if you're thinking like that all of a sudden being able to use this enchanted mindset this brain chemical approach this heartfelt creation what's it going to do it does three really key things it creates overwhelming trust it creates these deep emotional bonds and it creates this profound loyalty and when you think about business and you think about relationships and you think about getting referrals and you think about uh client retention and you think about having an amazing team doesn't it just come down to how well those three things are in play of course it does so to be able to create those three things it's about going up through the levels to get into that exponential magical stage within a business so i think dan that was a really good part for us to start because it gives down context to some of the tactics or some of the shares or some of the things that i'm happy to go through because to me so much of this comes down to simply you being a certain way like most people go just give me a script to follow i can but if you're a dud guess what you're still a dad you actually have to change you and your way of being to then start using a whole bunch of these tactics and processes and strategies because then they'll actually come off with you understanding well in fact i'm doing this to create brain chemicals i'm doing this in a heartfelt way i'm actually doing this to be more extraordinary than anybody else in my marketplace i i remember like the stories that stick with us you think about a positive experience that you had with any business whatsoever and how many times you've gone and told that story so i remember a story where it was a long time ago like probably 15 years ago we're flying singapore airlines from from sydney to singapore and up in um in business class and back then that's a big deal um flying with family and outcomes now comes lunch and in the salad there's a rock it's a nice rock but obviously there's not supposed to be the rock in the salad so they're really apologetic and uh he's a he's to my parents a great bottle of of uh wine and we're really sorry and we're going to replace it like they need everything that they're supposed to have done yeah you'd expect that and when i hear those sorts of things it's like yeah i'd expect that within an hour of getting to the hotel in singapore there was a phone call from the head of singapore airlines the ceo he said we heard about the flight and what happened on the flight we're so embarrassed and so sorry we've already refunded your your travel tickets we're covering your accommodation and we're going to do blah blah blah they had a whole nother things wow that's where you go from oh yeah i expected that to happen replace the salad and give you a nice bottle of wine and be apologetic to this next step where you go huh i didn't expect that to happen and when you think that might have costed a foreign five thousand dollars in the day which is a lot of money back 15 years ago but think how many times i've told the story think how many times my parents have told the story think how many times that other people who have heard the story have told the story think how many times singapore airlines name has been used think how many hundreds of thousands of dollars that they've got from me because generally we'll fly singapore airlines if we're going over into asia we won't float anyone else so was that worth it a million times over and what we just don't do enough which stops us from getting referrals from our network sharing us from creating these partnerships is we don't think how do i activate extraordinary moments throughout my business and that's the starting point so when i think like we went with the topic of building your million dollar authorial system we went with how do you get 20 plus referrals every single month and we get a lot more of that now but we got 20 probably within the first 30 60 days of starting a business because of everything that i've just shared so far it's a way of life it's a way of being right now it's 4 32 a.m friday morning here in sydney it's 5 32 right now over in the uk in london it's uh about 10 30 a.m in la so therefore it's about 1 30 p.m

or 12 30 p.m in in new york i know we've got people all around the globe right now who are talking about us who are mentioning our name who are talking about an experience that they've had with us think how powerful that is that normally in normal times i'd be asleep and yet i've got people in two other continents talking about us and mentioning us and sharing us even creating that within your business you start to see how word of mouth marketing is really easy that's why most people don't do word of mouth marketing or don't do referrals because they've got this fin in their head it takes time to build relationships it doesn't it doesn't take time at all it's just about you changing the way that you see it i'll take a breath then no absolutely now that's that's great and i think you're um you're kind of like an embodiment of that um kind of you know enchantment because you're as you said i mean it's a it's a really late time in the moment you're kind of full of enthusiasm and beans and everything and thinking of other people as you as you were speaking i was kind of thinking of the kind of role models that i have so someone like russell brunson and uh you know you think how did this man pretty much from a standstill start you know how did he become you know a kind of a billionaire um and like an empire in in like one man and i think he epitomizes um it epitomizes what you say so this kind of feeling of wanting to give and things that you remember you know kind of the stories and and uh you know sort of how does it make you feel so i think i i completely resonate with what you just said and it it really helps me to think of a living example of someone that would take those boxes as it were of what you just said to really bring it to life and so russell brunson has won uh tony robbins is another one you know someone who's really um kind of out there who you you think he um enchants you know so you kind of look at these people and then there's something very magnetic with them and yeah so i'm to make some notes as well because i need to kind of you know what you say really is really interesting so i'm going to reclaim the host let's see if i can do that and then let me go to [Music] say yeah and uh what i'm going to do here is just make some notes sorry i'm going to share my screen first sorry sorry about that let's um close that down and technology always always a bit of a challenge can you can you see my screen now yes we sure can okay nice one so um what we said was we need to enchant right so we need to enchant yeah we need to have this enchanted mindset we need to think about how do we evoke brain chemicals in people chanting mindsets and we need to understand that people are going to be most magnetized to us because of the so um yeah would you say magnetized mag yeah in essence how do we be more magical i i think if you if you think about one aspect of your business now and let me just take like the most boring part of your business accounts and you send an invoice to people think about how do you when you send that invoice what does it do you can create brain chemical of dopamine fun oxytocin closeness serotonin excitement or you can create cortisol stress so most people think well no one wants to get a new voice no one's excited to get an invoice so it's going to create cortisol well imagine if the language on your invoice wasn't just this boring template xero myob quickbooks whatever you use and you actually made the language a little bit more fun imagine that every single time they fixed up that invoice that you actually donated a percentage to something worthwhile and therefore they're excited about being able to contribute and help so so there's so many different ways that you've got the ability to be able to think of any aspect any moment of your business and just simply go how do i make that more magical than what it is right now yeah another one which people just overlook a guarantee that your email signature your email signature probably comes from a place of your ego maybe you've got a picture of yourself on it yeah why the other person doesn't care they don't need to see you you've probably got your boring details on it here's my i it amazes me people on their email signature have their email address sorry you just sent them an email they've got your email address why would you waste on your email signature putting your email address in there so again think about how any of the email signatures that go uh ps we love getting referrals if you know somebody who could refer to it like everything's driven from the transactional process survival mentality rather than actually going how could i in this email signature leave them with a smile make them laugh so like i'll change my email signatures every now and then and put a little fun fact fun fact do you know in sweden you have to have at least two guinea pigs you can't just buy one gp it's against the law like how many people respond back to my email that was actually really interesting thank you for sharing that so what's happened they've had to actually remember me you think about things that you love i just do this activity for me right now think about something that you love and you might be going i love chocolate i love the ocean i love warm showers i love playing in the snow i love like just think of one thing that you love i love my partner i love my children whatever it is think about one thing that you love and then think why do you love them now you'll rationalize it over in the cortex brain because they're kind or they're warm or they're fun or they're whatever it is but if you come down to why do you love them it's actually the same reason no matter what you just chose because it makes you feel a particular way when you do it when you're around them and that's what a brain chemical is so to think that we can actually create this brain chemical in people i get our guys to do this all the time just right now send five text messages whoever you want it can be clients it could be prospects it could be family it could be loved ones send five text messages that just simply say depending on where you are in the world i hope you have a great day i hope you had a great day i hope your week's going fantastic that's it if you got that from someone out of the blue it'll put a smile on your face you think oh that's nice and what you've just created is dopamine now they might we did it once at a conference and with our clients and like two three minutes later because he sent one to his wife his wife replied with are you drunk because obviously he doesn't send that often enough to his wife but that was the cortex brain coming up with something to say back what actually happened in the instant that they looked at their phone was they would have got a hit of dopamine and they would have got a hit of oxytocin and as humans we keep going back to the things and that's all they are the things that give us these positive brain chemicals so to think if you want more referrals from someone make them feel a particular way if you want your networks to do things for you make them feel a particular way you want your clients to stay longer make them feel a particular way but you're in control of this and i think that's the huge thing that people just don't understand is how much influence they really have over any aspect of this in their business and that's the thing that really excites me is that we can take this to whole new levels business is not hard business is all about relationships and the way you evoke positive brain chemicals to speed up the moments that you create that make someone feel a particular way nice one okay good um let me see if there's any any questions and if we don't um mike i know it's incredibly late where you are must be close to sort of five in the morning so um i'm gonna take these notes and um you know so hopefully everyone can see them as well and uh you know i think you've been incredibly generous with your time let me just um come out of the screen share um actually before i come out of the screen share if anyone wants to find out more about you or uh you know possibly sort of jump on your some of your mastermind groups or coaching or anything like that how what's the best way to grab a hold of you yeah if people just went to uh www.michaelgriffis dot a u a e l sorry uh griffiths michael m-i-c-h-a-e-l and then g-r-i-f-i-t-h-s hang on mate uh but it's okay so a oh right okay got the a and the e mixed up am i here there is a european way of spelling it the fancy way i just keep it nice and simple and then g-r-i-f-i-t-h-s okay at dot-com dot a-u if you just have dot com you're gonna find the the broadway musical actor so put in the au being from australia uh from there you'll find everything you need so michael griffiths.com.u

come join us on whatever social platforms your favorite you can find out there's resources there's guides links to youtube channels uh we constantly every single day talking uh about this putting stuff up and we've got a really simple mission to inspire a million coaches consultants service professionals every single year to play a bigger game in their business to be more profitable than ever before to win like never before so they can contribute and help change society for the better so if you're around and you're just looking at how do i fast track my business growth how do i become more profitable then it's in our mission to be able to just provide whatever we can for you to be able to do that because we know that then you can go and make a bigger impact yourself and you can go and create this ripple effect in helping more people that's what gets me up and excited nice one that's uh that's a really good place uh really good sort of notes to end on so uh thanks again um for you know sort of coming in this uh ungodly hour having a chat to us i feel inspired i'm definitely gonna go in and have a look at your website and um that's it for me thanks so much michael again and uh have a have a lovely morning evening day absolutely take care and absolute pleasure dan thank you everyone for joining us all the best guys bye

2021-12-08 08:40

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