"If you pass half-hearted referrals, you’ll get half-hearted referrals in return." - Dave Lorenzo

What You’ll Discover Today:

• Why great work isn’t enough to earn referrals
• How to condition your clients to expect referral requests
• The secret scripts that make asking for referrals easy
• Why follow-up is the magic multiplier for referrals
• How to build a referral ecosystem that grows itself

Key Topics Discussed:

• The 5 Reasons You’re Not Getting Referrals
  • People don’t know you want them
  • They don’t know who or how to refer
  • They don’t know why they should
  • And most importantly—they forget
• Scripts That Work
  • The “Thank You” script for all email footers
  • “Can I ask you for a favor?”—the soft open that trains clients to refer
  • The Gratitude Script: “You’re welcome. I know you’d do the same for me.” (And then… silence)
• When to Ask
  • At engagement
  • At midpoint (especially when sharing good news)
  • At close of the relationship
  • During consistent follow-up
• Referral Research
  • Build an avatar of your best client
  • Know where they go, who they know, and what they read
  • Use memory joggers to uncover referral opportunities hidden in small talk
• Give to Get
  • Refer first. Show people how you make introductions.
  • Always ask both parties before making a connection
  • Teach others how to refer you by modeling thorough, thoughtful introductions
• The Follow-Up Formula
  • Thank them—every time
  • Give a gift (not a bribe—a reinforcement)
  • Add them to your ongoing communications
  • Quarterly FaceTime with your top 10–20%

Links and Resources:

• 📧 Subscribe Via Email: GetInsideBS.com
• 🎧 Listen on Spotify: Inside BS Show on Spotify
• 🎧 Listen on Apple Podcasts: Inside BS Show on Apple Podcasts
• 📞 Call Us: (305) 692-5531

Call to Action:

Start conditioning your clients to refer you today. Pick one client, use the "Can I ask you a favor?" script, and test it. Then build your memory jogger and start listening closely—referrals are hiding in every conversation.