Professional Relationship Development and Referral Development

Professional Relationship Development. How business owners and executives can improve the results they get from both personal and business relationships they develop through colleagues, clients, and members of common organizations. We work on the best techniques to learn more about them as people including their interests, skills, personality, connections, and perceptions of our business. We develop tactics to better understand the goals our most important and trusted contacts have. We purposefully discover what they are doing to reach their goals, how they do it, where and when they do it and, most importantly, with whom they take those actions. This leads to introductions, invitations, and better and longer-lasting relationships with revenue sources and referral sources.

Referral Development.  Strategies to better understand the value and features your referral sources perceive. It also includes organizing, categorizing and prioritizing your referral source database; determining the factors used to decide how much of your resources (time, energy, money) to invest into a given person or organization; and clarifying the motivations of your referral sources. We improve the quality of the conversations we use to tell referral stories, ask for referrals, and make a plan to follow up better on the referrals we receive. The result is a higher quality and quantity of actively-generated referrals and more business growth.

About Jeff Tockman:

Jeffrey Tockman was born in 1971 and grew up in Dix Hills, NY, with his father Michael, mother Carlene, and older brother David. His favorite people are his nephews, Oliver and Gabriel. Growing up the son of a family law attorney and family counseling psychotherapist, Jeff came to value learning, understanding and explaining the way things work (especially the mind), building relationships, and humor. His goals and vision for the future include being a nationally recognized expert in business development through referrals.

Jeff’s educational background includes a degree in Justice and Political Science (BA) and graduate degrees in law (JD) and business (MBA). From 1997 to 2009 he worked with Investment Banks and Broker Dealers including leadership roles as a sales leader for financial advisors and team leader for sales training managers. After living in 11 cities in the US, England, and Australia, he now lives in Delray Beach, FL. He enjoys helping his friends and clients grow their businesses, public speaking, tennis, walking his dog Trooper on the beach, and watching stand-up comedy; having tried it a few times himself. He moved to Florida in April of 2009 and started The Referral Navigator. His company is hired to advise on strategy for business owners, sales leaders and rainmakers; moderate business panel discussions and workshops; and help owners, consultants, attorneys and financial professionals improve the bottom line through referrals.

Agenda (Pacific Time)

6:00-6:05pm Login

6:05-7:05pm   Speaker Jeff Tockman, Owner/Founder of The Referral Navigator

7:05pm - 7:15pm Questions and Answer, Wrap up