{"id":16363,"date":"2022-12-14T20:00:15","date_gmt":"2022-12-14T20:00:15","guid":{"rendered":"https:\/\/www.sandler.com\/?p=16363"},"modified":"2023-10-26T15:33:07","modified_gmt":"2023-10-26T15:33:07","slug":"rule-52-money-grow-trees-referral-trees","status":"publish","type":"post","link":"https:\/\/sandler.com\/advisor\/rule-52-money-grow-trees-referral-trees\/","title":{"rendered":"Rule #52 &#8211; Money Does Grow on Trees: Referral Trees"},"content":{"rendered":"<h2><strong>Sandler Advisor<\/strong><\/h2>\n<p>The Sandler Advisor is a complimentary quarterly e-newsletter filled with relevant, real-world sales and leadership topics designed to help you succeed. From business development and sales prospecting to leadership coaching, management, and recruitment, the Sandler Advisor has it all.<\/p>\n<h2>IN THIS ISSUE:<\/h2>\n<div id=\"ez-toc-container\" class=\"ez-toc-v2_0_79_2 counter-hierarchy ez-toc-counter ez-toc-custom ez-toc-container-direction\">\n<div class=\"ez-toc-title-container\">\n<p class=\"ez-toc-title\" style=\"cursor:inherit\">Table of Contents<\/p>\n<span class=\"ez-toc-title-toggle\"><a href=\"#\" class=\"ez-toc-pull-right ez-toc-btn ez-toc-btn-xs ez-toc-btn-default ez-toc-toggle\" aria-label=\"Toggle Table of Content\"><span class=\"ez-toc-js-icon-con\"><span class=\"\"><span class=\"eztoc-hide\" style=\"display:none;\">Toggle<\/span><span class=\"ez-toc-icon-toggle-span\"><svg style=\"fill: #999;color:#999\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" class=\"list-377408\" width=\"20px\" height=\"20px\" viewBox=\"0 0 24 24\" fill=\"none\"><path d=\"M6 6H4v2h2V6zm14 0H8v2h12V6zM4 11h2v2H4v-2zm16 0H8v2h12v-2zM4 16h2v2H4v-2zm16 0H8v2h12v-2z\" fill=\"currentColor\"><\/path><\/svg><svg style=\"fill: #999;color:#999\" class=\"arrow-unsorted-368013\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" width=\"10px\" height=\"10px\" viewBox=\"0 0 24 24\" version=\"1.2\" baseProfile=\"tiny\"><path d=\"M18.2 9.3l-6.2-6.3-6.2 6.3c-.2.2-.3.4-.3.7s.1.5.3.7c.2.2.4.3.7.3h11c.3 0 .5-.1.7-.3.2-.2.3-.5.3-.7s-.1-.5-.3-.7zM5.8 14.7l6.2 6.3 6.2-6.3c.2-.2.3-.5.3-.7s-.1-.5-.3-.7c-.2-.2-.4-.3-.7-.3h-11c-.3 0-.5.1-.7.3-.2.2-.3.5-.3.7s.1.5.3.7z\"\/><\/svg><\/span><\/span><\/span><\/a><\/span><\/div>\n<nav><ul class='ez-toc-list ez-toc-list-level-1 ' ><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-1\" href=\"https:\/\/sandler.com\/advisor\/rule-52-money-grow-trees-referral-trees\/#Rule_52_%E2%80%93_Money_Does_Grow_on_Trees_Referral_Trees\" >Rule #52 &#8211; Money Does Grow on Trees: Referral Trees<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-2\" href=\"https:\/\/sandler.com\/advisor\/rule-52-money-grow-trees-referral-trees\/#Gumball_Prospecting\" >Gumball Prospecting<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-3\" href=\"https:\/\/sandler.com\/advisor\/rule-52-money-grow-trees-referral-trees\/#4_Best_Practices_for_Salespeople_That_Turn_Emails_into_Phone_Discussions\" >4 Best Practices for Salespeople That Turn Emails into Phone Discussions<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-4\" href=\"https:\/\/sandler.com\/advisor\/rule-52-money-grow-trees-referral-trees\/#The_Art_of_Generating_Referrals_Off_of_No_Appointment\" >The Art of Generating Referrals Off of No Appointment<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-5\" href=\"https:\/\/sandler.com\/advisor\/rule-52-money-grow-trees-referral-trees\/#Why_Set_WRITTEN_Goals\" >Why Set WRITTEN Goals?<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-6\" href=\"https:\/\/sandler.com\/advisor\/rule-52-money-grow-trees-referral-trees\/#DOWNLOAD_THIS_ISSUE\" >DOWNLOAD THIS ISSUE<\/a><\/li><\/ul><\/nav><\/div>\n<h3><span class=\"ez-toc-section\" id=\"Rule_52_%E2%80%93_Money_Does_Grow_on_Trees_Referral_Trees\"><\/span>Rule #52 &#8211; Money Does Grow on Trees: Referral Trees<span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p>By Dave Mattson, President &amp; CEO, Sandler<\/p>\n<p>When I was growing up and asked for something I didn\u2019t really need, my parents responded by saying, \u201cWhat, do you think money grows on trees?\u201d Believe it or not, my parents were wrong. Money actually does grow on trees.<\/p>\n<h3><span class=\"ez-toc-section\" id=\"Gumball_Prospecting\"><\/span>Gumball Prospecting<span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p>By Mark McGraw, Sandler Trainer<\/p>\n<p>Here is a true story from my own childhood that may help to take some of the pressure off you, and help you spend less time trying to convince someone they should work with you.<\/p>\n<h3><span class=\"ez-toc-section\" id=\"4_Best_Practices_for_Salespeople_That_Turn_Emails_into_Phone_Discussions\"><\/span>4 Best Practices for Salespeople That Turn Emails into Phone Discussions<span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p>By Greg Nanigian, Sandler Trainer<\/p>\n<p>These days, our first contact with a potential buyer may not be in a face-to-face setting or on a phone call, but via email. It\u2019s not always obvious what we should do once we receive an email message.<\/p>\n<h3><span class=\"ez-toc-section\" id=\"The_Art_of_Generating_Referrals_Off_of_No_Appointment\"><\/span>The Art of Generating Referrals Off of No Appointment<span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p>By John Rosso, Sandler Trainer<\/p>\n<p>Every prospecting interaction pays dividends. Even if you get a no, you can learn something and improve. And even if you get a no, you can ask yourself where the potential is\u2014and pursue that.<\/p>\n<h3><span class=\"ez-toc-section\" id=\"Why_Set_WRITTEN_Goals\"><\/span>Why Set WRITTEN Goals?<span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p>By Kevin Shulman, Sandler Trainer<\/p>\n<p>Yes, it\u2019s true. You might not reach all your goals. However, writing your goals and determining an action plan dramatically increases your chances of attaining success.<\/p>\n<h3><span class=\"ez-toc-section\" id=\"DOWNLOAD_THIS_ISSUE\"><\/span>DOWNLOAD THIS ISSUE<span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p><script charset=\"utf-8\" type=\"text\/javascript\" src=\"\/\/js.hsforms.net\/forms\/embed\/v2.js\"><\/script><br \/>\n<script>\n  hbspt.forms.create({\n    region: \"na1\",\n    portalId: \"21604003\",\n    formId: \"66e7c005-1591-4d52-8b63-578c827d4b0d\"\n  });\n<\/script><\/p>\n","protected":false},"excerpt":{"rendered":"<p>Sandler Advisor The Sandler Advisor is a complimentary quarterly e-newsletter filled with relevant, real-world sales and leadership topics designed to help you succeed. From business development and sales prospecting to leadership coaching, management, and recruitment, the Sandler Advisor has it all. IN THIS ISSUE: Rule #52 &#8211; Money Does Grow on Trees: Referral Trees By&#8230;<\/p>\n","protected":false},"author":15,"featured_media":16367,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"content-type":"","inline_featured_image":false,"footnotes":""},"categories":[1492],"tags":[1033,1207,1026,1099,1100,1177,1080],"class_list":["post-16363","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-advisor","tag-leadership","tag-professional-goals","tag-prospecting","tag-referrals","tag-sales-referrals","tag-sales-techniques","tag-sandler-rules"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v26.6 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Rule #52 - Money Does Grow on Trees: Referral Trees - Sandler<\/title>\n<meta name=\"description\" content=\"In this issue of The Sandler Advisor, the topics of leadership, prospecting, referrals, and goals are explored to help salespeople succeed.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/sandler.com\/advisor\/rule-52-money-grow-trees-referral-trees\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Rule #52 - Money Does Grow on Trees: Referral Trees - Sandler\" \/>\n<meta property=\"og:description\" content=\"In this issue of The Sandler Advisor, the topics of leadership, prospecting, referrals, and goals are explored to help salespeople succeed.\" \/>\n<meta property=\"og:url\" content=\"https:\/\/sandler.com\/advisor\/rule-52-money-grow-trees-referral-trees\/\" \/>\n<meta property=\"og:site_name\" content=\"Sandler\" \/>\n<meta property=\"article:published_time\" content=\"2022-12-14T20:00:15+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2023-10-26T15:33:07+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/sandler.com\/wp-content\/uploads\/2022\/12\/Q4-2022-Sandler-Advisor.png\" \/>\n\t<meta property=\"og:image:width\" content=\"700\" \/>\n\t<meta property=\"og:image:height\" content=\"454\" \/>\n\t<meta property=\"og:image:type\" content=\"image\/png\" \/>\n<meta name=\"author\" content=\"Sandler\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:label1\" content=\"Written by\" \/>\n\t<meta name=\"twitter:data1\" content=\"Sandler\" \/>\n\t<meta name=\"twitter:label2\" content=\"Est. reading time\" \/>\n\t<meta name=\"twitter:data2\" content=\"4 minutes\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\/\/schema.org\",\"@graph\":[{\"@type\":\"WebPage\",\"@id\":\"https:\/\/sandler.com\/advisor\/rule-52-money-grow-trees-referral-trees\/\",\"url\":\"https:\/\/sandler.com\/advisor\/rule-52-money-grow-trees-referral-trees\/\",\"name\":\"Rule #52 - Money Does Grow on Trees: Referral Trees - Sandler\",\"isPartOf\":{\"@id\":\"https:\/\/sandler.com\/#website\"},\"primaryImageOfPage\":{\"@id\":\"https:\/\/sandler.com\/advisor\/rule-52-money-grow-trees-referral-trees\/#primaryimage\"},\"image\":{\"@id\":\"https:\/\/sandler.com\/advisor\/rule-52-money-grow-trees-referral-trees\/#primaryimage\"},\"thumbnailUrl\":\"https:\/\/sandler.com\/wp-content\/uploads\/2022\/12\/Q4-2022-Sandler-Advisor.png\",\"datePublished\":\"2022-12-14T20:00:15+00:00\",\"dateModified\":\"2023-10-26T15:33:07+00:00\",\"author\":{\"@id\":\"https:\/\/sandler.com\/#\/schema\/person\/bbd9d9c65759de22e40ddc4dfbaecba6\"},\"description\":\"In this issue of The Sandler Advisor, the topics of leadership, prospecting, referrals, and goals are explored to help salespeople succeed.\",\"breadcrumb\":{\"@id\":\"https:\/\/sandler.com\/advisor\/rule-52-money-grow-trees-referral-trees\/#breadcrumb\"},\"inLanguage\":\"en-US\",\"potentialAction\":[{\"@type\":\"ReadAction\",\"target\":[\"https:\/\/sandler.com\/advisor\/rule-52-money-grow-trees-referral-trees\/\"]}]},{\"@type\":\"ImageObject\",\"inLanguage\":\"en-US\",\"@id\":\"https:\/\/sandler.com\/advisor\/rule-52-money-grow-trees-referral-trees\/#primaryimage\",\"url\":\"https:\/\/sandler.com\/wp-content\/uploads\/2022\/12\/Q4-2022-Sandler-Advisor.png\",\"contentUrl\":\"https:\/\/sandler.com\/wp-content\/uploads\/2022\/12\/Q4-2022-Sandler-Advisor.png\",\"width\":700,\"height\":454,\"caption\":\"Rule #52 - Money Does Grow on Trees: Referral Trees, Q4 2022 Sandler Advisor\"},{\"@type\":\"BreadcrumbList\",\"@id\":\"https:\/\/sandler.com\/advisor\/rule-52-money-grow-trees-referral-trees\/#breadcrumb\",\"itemListElement\":[{\"@type\":\"ListItem\",\"position\":1,\"name\":\"Home\",\"item\":\"https:\/\/sandler.com\/\"},{\"@type\":\"ListItem\",\"position\":2,\"name\":\"Rule #52 &#8211; 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