Turn Your Advisory Team into a Referral NetworkIntroductionSUBSCRIBE!!!!!! Then à Like, rate, review, shareAnswer questionsFarm4profitllc@gmail.com@farm4profitllcWhat’s working for Ag – listener or farmer feedbackTeralytic.  https://teralytic.com/Introduce Guest-------Laura Carlson @LauraFarms. @carlsonlaura64Your input is awesome!  These episodes are all stemming from the feedback of our “how to grow your farm” show.That is #24 if you didn’t catch it.We have now talked about becoming a better leader #25, how to market your farm for growth #26 and now today we will talk about building your advisory team and referral network.Ok, we’ve talked quite a bit about having an advisory team and who should be on it.  We have an early episode #3 where we talked a little bit about it, but now we introduced the idea of a referral network.  How do we actually put one of these things together??First, You need to know what your goals are.If you don’t know what you are looking to do with your farm, the direction, or end goal.Then how will the advisory team know what advice to give or what referral to send to you?This would be a good place to create a Mission, Vision, or Value statementI want my farm to financially support me and another family in 8 yearsI want to run a sustainable farm using the latest in technology to protect the soils, my animals, and give back to the local community.Second, start a list of individuals you’d like to have as an advisor to your farm.  You’ll want to start the list before asking to help visualize the strategic roles you may need. Prioritize who you’d want the mostLeave spaces open for people you don’t know yet (haven’t even met them)It may be beneficial to have a referral from another advisor to someone without any emotional tie to your farm to give advice.Think about your strengths and weaknesses.  Target the types of people that would fill your weakness gapsAgronomist, banker, lawyer, insurance, retired farmer, accountant, CEO’s, management, HR, etc….. maybe seek a doubter(not always saying yes)Thirdly, begin askingStart with your highest of prioritiesMake sure what you are asking for is clearShare your visionHow often to meetHow big of a boardTeam responsibilitiesGoals/OutcomesDoes it pay?Have a formal written request to present in print and/or e-mail to go along with a verbal request on the phone or in person.This makes it so the person you are talking to doesn’t have to write a lot of notesThey can focus on what you’re saying and reflect back on the material you left behindBe prepared to get a “no”If “no”Try and find out why they said no?Are they too busy, your mission not clear enough, conflict of interest, etc….Ask for permission to revisit your request in the futureAsk them for a referral to someone else they know that might be a good fitAsk them for referrals whether they says yes or noWhat do you do if they say yes?Have a formal agreement in place.  Request a 1 year or 2 year term/commitmentYou can always extend this and it can be compoundingPrepare a follow-up packageThank youIntroduction to other team members(bios)Give them ample notice of when the first formal meeting or request will comeLastly, Prepare and ShareMake sure your advisory team knows your mission, vision, goals, and the characteristics of the farm.When you set up for the first meeting have:An agendaProblems to adjust/solveRoad map for a productive meetingClear expectations/outcomesInstructions for food/beverageGet the materials out in advance and ask for questions/feedbackBe prepared to share financials and short fallsSuggestions for meetings:Be respectful of timeProvide meals and refreshmentsComfortable meeting conditions           Now that you have an advisory team and a network built up.  How do we turn them into referral making machines?Let them know what you are looking for.More ground, soil types, use for manure, custom work, staff etc…Be specific. When requesting a referral, be specific in regards to what kind of referral you’re