A short excerpt from Daniel Rosen's YouTube video "The Surprising Barrier Holding Back Affiliates" discussing why affiliates withhold their 'turndowns' (rejected prospects) because they view them as their own revenue, and how reframing those leads as 'pipeline business' (not referrals) and positioning them as 'not a no, just a not yet' helps overcome the barrier.
The biggest hurdle for some of those affiliates is actually give us their turndowns because they look at that like it's money. They look at that like it's their client. But we make it clear to them professionally like they're nothing to you right now. They can't buy from you. So why don't you at least give us a shot at it? And so we began to talk terminologies like pipeline business. We're not talking referrals. Referrals is a big name that's overused. And referrals is. I'm referring somebody. And people are expecting kind of that law of reciprocity. But when we talk about pipeline business, the law of reciprocity for them is they get a qualified applicant out of it. I didn't give them anything other than a qualified applicant. So you start talking things like pipeline business, like, what are you doing with your turndowns? Do you have someone in your back office does someone to do that? Or you just tell them no. And so we say it's not a no, it's just a not yet.
