[0:10] Don’t forget to leave a review on iTunes!
[0:30] Check out agentsgrowthacademy.com/sales for great ideas to give back first
[1:05] Jim introduces Torey
Co-founder of Rocket Referrals with his brother
Spent 20+ years building software
[3:05] Torey tells about a pivotal moment that told him he needed to bring Rocket Referrals
Trying things that people weren’t ready for
Deciding to start a company differently
Creating a process that starts with understanding the customer
“Let’s go find a problem that people already have, and then find a way to solve it with a company.” -Torey Maerz
Most agencies had a lot of customers willing to refer them
Talking to Brad and identifying a need to automate referrals for him
“We love looking at problems and solving them in a unique way.” -Torey Maerz
[12:00] Where Rocket Referrals is now
Feeling like everything works really well together without needing to purchase a handful of platforms
Using easy text messaging and email processes to identify the best form of communication
Getting inspiration from products
Reading a story about Steve Jobs and computers with a hard drive light
[15:40] What tools Rocket Referrals will do for agents
Someone will help the agent to set everything up at once
Torey’s advice on using “How did you hear about us?” forms
Say instead: “Who was it that referred you to us? We’d like to give you a thank you.”
Helping people to track referrals
Automatically closing into campaigns
Building interconnected communication
[19:27] How Rocket Referrals handles AMS integrations
Do you have to manually enter in data
“There’s not a management system that we haven’t been able to work with.” -Torey Maerz
You have the right to connect your data with any third-party services!
[21:10] Torey tells Jim a story
Writing down that data access is key
Writing letters to installation companies to try and integrate
QQ calls back with a new API
Building it in a weekend
Their happiness with Vertafore today
[23:57] Jim asks about the incentivizing form that he built on their website
Rocket Referrals’ goal would be to get more people to fill out that form
“Collecting testimonials is not about getting pieces that you can put on your website. It’s about getting your customers to become referrers.” -Torey Maerz
What about video referrals?
The test that Torey conducted on video referrals
Watch out for poor video quality
Building a Story Brand by Donald Miller
How do you frame your brand as a story?
[30:30] Torey has recommended to clients
Have an honest discussion with their customers
Talk about a story that they had
Mitch Gibson’s approach
[31:43] A piece of tech that Torey can’t live without
His phone
Slack
[33:15] One book that Torey recommends
Psychology books
The Psychology of Persuasion by Robert Cialdini
Getting people to write down the value of whiskey to train people on the core value
Loyalty 2.0 [The Ultimate Question] by Fred Reichheld
How willing would you be to refer a friend to us?
[36:45] A time where Torey helped solve a problem for a client
Sending out birthday cards for another company
The voicemail that they received back from a customer
Automation doesn’t have to be impersonal
[41:50] Marshmallows or Soup
Marshmallows
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