In this episode, Mike interviews Shelby Nicholl, a seasoned corporate veteran turned entrepreneur and certified exit planning advisor. They discuss Shelby's journey from working at major financial firms to starting her own consulting business, Muriel Consulting. The conversation delves into the evolution of networking skills, the contrasting cultures of Edward Jones and LPL Financial, and the importance of building a strong referral network. Shelby shares insights on being referable, the nuances of referral incentives, and how to navigate referral conversations effectively. The episode concludes with Shelby's thoughts on ideal referral sources and the significance of personal connections in business.

Takeaways

Shelby Nicholl transitioned from corporate to entrepreneurship.

Networking is a learned skill, not an innate talent.

Building relationships is key to successful networking.

Referrals stem from being referable and showing competence.

Incentives for referrals can feel transactional if not framed correctly.

Rewarding behavior over results fosters long-term relationships.

Personalized referral rewards create stronger connections.

Understanding firm cultures helps advisors make informed decisions.

The importance of asking the right questions in referral conversations.

Shelby emphasizes the value of genuine relationships in business.

Connect with Shelby: https://www.linkedin.com/in/shelbynicholl/

Email: [email protected]

Phone: (314) 578-2587

Learn More About Can I Borrow Your Car: https://caniborrowyourcar.com

Subscribe to the Can I Borrow Your Car Substack: 

https://bit.ly/CanIBorrowYourCarSubstack

Connect with Mike on LinkedIn: 

https://www.linkedin.com/in/mikegarrisoncaniborrowyourcar/

Buy your copy of Can I Borrow Your Car: https://amzn.to/3ZeudQV

Email Mike: [email protected] 

Call Mike:  540-314-5665