“Hi Robin,
Thank you very much for the exciting boot camp this past Sunday.
After it was all over, I was speaking to Rika, and she suggested I contact you with this question.
I have been in a successful business for 37 years and am well aware of networking……for free, of course. Joint Ventures is a networking process…..but I would get paid. Rika was suggesting you have a script for this.
How do I start charging people that I have given many free referrals in the past?
I know how to approach new people, but what could we say to our existing friends/clients that we have being helping out for free, as well as the reverse for them?”
Here’s the pitch:
Thanks for your e-mail. Here’s the pitch for your imaginary associate “John”:
YOU: “Hi John, I want to apologize to you.”
JOHN: ”What for?”
YOU: “Well, John, I attended a Joint Venture Bootcamp with this funny looking bald character, and he said I’m cheap, because I never offered to pay anyone a commission for business they send my way. So, here’s what I will do: from now on, whenever you send me any business, I will pay you 20% of my profit, on an ONGOING basis, because without you, I would never have had that business.”
JOHN: “Why thank you, Sally, that’s very generous of you.”
YOU: “No problem, John. I think 80% of something is better than 100% of nothing, so from now on, expect a check for 20% of my profit whenever you send me business. AND JOHN, WOULD YOU MIND DOING THE SAME FOR ME WHEN I SEND YOU BUSINESS?”
Gotcha!
