Referrals

Photo by Rick Hustead

Recently, I had to take my cat to the vet. Her regular doctor was on vacation, so a new, per diem veterinarian examined her. At first I considered postponing the appointment until our regular vet returned, but I quickly rationalized that it shouldn’t really make a huge difference which veterinarian in the practice we saw. I knew that our regular doctor would not have hired someone who didn’t have the skills (veterinary and people) to do a good job for her regular clients and patients. I trusted her, so I was willing to give the new doctor the benefit of the doubt.

That is basically how referrals work, as well. As I mentioned in a previous blog titled My Professional Network Group, I am a member of a professional group that meets for lunch each week to promote personal and other members’ businesses. Word-of-mouth is an excellent way to get new clients because these individuals are more likely to take a chance on a person or company who is recommended by another person/vender they know, trust and are already doing business. One of my good friends and fellow Network Referral Group partner, Jennifer Lamm, is a mortgage broker with The Loan Gallery. Virtually every one of her clients has been referred to her by another client, whether it is a friend, relative, co-worker or another NRG member. The first time I ever had a chiropractic adjustment was when I met Dr. Brian Wildemuth, a chiropractor, about 10 years ago. He is another NRG member/group founder. My former riding instructor at the time kept urging me to get a chiropractic adjustment to help improve my posture on my horse. Several friends in the group saw Dr. B. regularly for adjustments, so I finally decided to give it a try. Now, I can’t believe I waited so long before I ever tried it, but it was definitely my friends’ encouragement and recommendations that sent me to his office that first time.

Our willingness and even preference to participate in various activities is founded on those early-life experiences—Theory of Mind—that helped to create our subconscious mental script. What feels comfortable? What feels "safe" (known)? What do you like (or dislike)? During early childhood, a primary caretaker (usually mom) has the most influence on our behavior in terms of helping to form our suggestibility. At around eight or nine years old, the secondary caretaker (usually) dad becomes more influential, as can teachers and peers/colleagues, etc. A successful, long-term (romantic) relationship is based on various qualities; trust, mutual respect, good communication and liking the other person also feature in other types of relationships that can influence behavior. Have you ever taken the advice or recommendation of a friend or colleague to listen to a new band or try a food you have never had, let alone thought of eating, before? Have you ever accepted an invitation to attend an office party with your spouse for one of his or her colleagues without knowing many or any of the other attendees before you arrive? All of these are examples of referrals, too.

The more comfortable we feel with/trust someone, the more suggestible we become to that person and the more likely we are to be influenced by him or her to change, try or even adopt a new behavior.

Sara R. Fogan, C.Ht. is a certified hypnotherapist based in Southern California. She graduated with honors from the Hypnosis Motivation Institute in 2005. For more information about Calminsense Hypnotherapy® and to set up an appointment, please visit http://www.calminsensehypnotherapy.com/.

© 2016

My Professional Network Group

While I was training to become a certified hypnotherapist, the instructors at the Hypnosis Motivation Institute spent a lot of time teaching and coaching students how to promote and market their hypnotherapy practice. In addition to producing attractive business cards and informative brochures, the instructors also emphasized the importance of business networking to promote our hypnotherapy practices. They encouraged us to enroll in a local Chamber of Commerce, join one or more professional networking groups, practice on-line marketing/social media, perfect the 30-second “elevator speech” and do lectures about hypnosis every chance we got. Since membership with an organized professional group was required to graduate HMI “with honors”—a personal goal—I promptly joined a local professional marketing group: Network Referral Group of Santa Clarita. This organization is the focus of my blog this evening.

Formed in 2002, NRG is a medium-sized group that features a variety of small businesses in the Santa Clarita Valley, California. Many of the founding members—a probate attorney, a small-animal veterinary practice, a chiropractor, an accounting firm, and a personal loan consultant—are still in the group. Other members include a massage therapist, an insurance broker, an interior designer, the owner of a car-repair shop, a software developer/online marketer, a termite/pest exterminator, a real estate agent, a building contractor and a financial advisor. I have used the services of these members, and learn something about their business and what they do at our weekly lunch meetings.

Over the years, I have become much more comfortable promoting and marketing my business. I love being a hypnotherapist—it is the dream job I never knew I wanted—and I seize every opportunity to talk about what I do and how I do it. Belonging to NRG and having a chance to watch and learn these marketing skills from other professionals in the group have really helped to increase my confidence and comfort promoting my own business. In addition, my eyes have been opened as to how my work can complement and enhance the success of my NRG partners’ businesses.

What I value most about belonging to this group is the camaraderie, friendship and professional support that I receive from each of these members. Even though I had to resign from the group several years ago because of schedule conflicts, I knew that I would return to the group as soon as I could. Fortunately, my category (hypnotherapy) was still vacant and there were no other members in the group who might have had a professional conflict with what I do—NRG is category protected—I was welcomed back into the fold.

I count all of my NRG partners as friends; a few are very good friends and one is like a sister to me. I know that if I a pipe burst in my home, I could call Edwin Cruz and he would come over and make the repair for me. The day I (finally!) ever get a dog, Dr. Evelyn Vega will be my pup’s doctor. When I met Rob Stern ten years ago, I knew I would never have to worry about turning in my tax returns again. Dr. Brian is a fabulous chiropractor and the first person I contact if I come off my horse (rare) or strain my back picking Galahad’s hooves or moving hay. Linda Hammond has done a fabulous job refurbishing a table and chairs for us. Carla Jung gives a great massage, and Sherri Risley will turn over any rock to find the best insurance package for your budget. As for the members whose services I have not yet had a chance to use, I know from weekly testimonials about the quality of their work and customer service I and anyone who contracts them will be in good hands.

For more information about the Network Referral Group of Santa Clarita, and its members and businesses, please check out our website at, http://www.scvnrg.com.

Sara R. Fogan, C.Ht. is a certified hypnotherapist based in Southern California. She graduated with honors from the Hypnosis Motivation Institute in 2005. For more information about Calminsense Hypnotherapy® and to set up an appointment, please visit http://www.calminsensehypnotherapy.com/.

© 2016