The document discusses 5 major difference-makers for getting referral-based business: 1) Move from being a generalist to a specialist by defining your strengths and credentials, 2) Position yourself as a problem solver rather than just a product provider by understanding your clients' problems, 3) Have self-confidence and self-control when listening to clients and outlining solutions, 4) Be reliable and predictable by being easy to reach and setting clear expectations, and 5) Be sharp and not intimidated or manipulated by clients or other professionals. The document recommends picking one of these areas to focus on.

2. The Business Leadership
Mastermind
Getting Referral-Based Business

3. 5 Major Difference-
Makers
By Handy Luigi

4. 1. Move from being a Generalist to
Specialist
 Where do you add the most value?
 Define your professional strengths clearly.
 Differentiate yourself quickly when you use a
professional title.
 Establish credibility (years in the business,
certifications etc).
 Be documented and result-oriented.

5. 2. Position yourself as a Problem
Solver vs. a product provider
 Think of Olivia Pope on Scandal (Fix it)
 Get in the habit of describing your client’s most
common problems to your referral sources.
 Focus on the facts: listen to the client take notes.
 Help the client figure out exactly how he/she
should clients behave and think given the
situation.

6. 3. Self-Confidence & Self-Control
 Study hard to know more than your client.
 Be a good listener.
 Be comfortable and blunt when you outline the
solutions.
 Don’t sugar coat to get the deal done.
 Set the agenda and timeline.

7. 4. Reliable and Predictable
 Be easy to reach.
 Always be on time.
 Set realistic expectations as to how long your
process takes.
 Address the filters. Clarify any doubts, eliminate
any worries before they arise.

8. 5. Be Sharp
 Can you be intimidated by big clients?
 Can you be outgunned by other professionals?
 Can you be manipulated just for your information?
 Can you be forgotten?

9. Action Steps – Pick One!
 One major strength to campaign on
 One major differentiator to establish uniqueness.
 One problem to solve if you had to pick a
reputation.
 One type of client to work with to become the bets
at it.
 One process to use that works everytime.