In this lesson, we’re not going to delve into rocket science. Instead, we'll focus on the dynamics of referrals and networking. Interestingly, there are three fundamental laws of motion in rocket science that also apply to networking and referrals.
Law 1:
A networker will remain in a state of ignorance unless acted on by an internal force.
Simply put, if you don’t actively seek referrals, you won’t find them. Conversely, if you are proactive and look for referrals, you will find them. The challenge here is overcoming inertia. If you don’t receive referrals, you might question why you should bother finding them, leading us to the second law.
Law 2:
When a referral acts on a networker, it creates a reaction that is disproportional to that referral.
Receiving a referral boosts your morale and motivates you to find referrals for others. The more referrals you receive, the more enthusiastic you become about giving referrals. This shift in focus from your needs to the needs of others leads us to the third and most crucial law of networking.
Law 3:
For every referral, there is an equal and opposite referral.
This can be interpreted as, ‘If you find me business, I will want to find you business.’ While partially true, this interpretation overlooks the complexities of life.
The ‘Life’ effect implies that when you receive a great referral, you are motivated to find a great referral for someone else. However, it may not be the person who initially referred you. Life doesn’t always follow predictable rules, but don’t worry. When you pass on that great referral, the third law activates again. The person who receives your referral will feel compelled to pass on a great referral to someone else, creating a chain reaction.
As this chain reaction grows, all members of your group become motivated and inspired by these three laws. Consequently, your entire group will begin to progress, and who knows how high you can go once momentum builds!
Referrals and networking aren’t rocket science; they result from your desire to help others, multiplied by the time and effort you invest in fulfilling those desires.