Nine referral partners are signed. Two have ever sent anything.

Most partner programmes fail for a reason that has nothing to do with the commission rate, and the signed agreements hide it.

By Steve 5 min read
Abstract bridge artwork for Nine referral partners are signed. Two have ever sent anything.

A partner list is one of the easiest things in business to accumulate and one of the hardest to convert. Signing costs almost nothing: a friendly conversation, a one-page referral agreement, a handshake at a trade event, a 10% fee on anything that comes through. Six months later the list has nine names on it, two of which have ever produced a lead, and one of those was a customer the partner already had and would have mentioned you to anyway. The instinct at that point is usually to fix…

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