Hey Reader, how much are you giving?

Referrals, that is.

​That's the same question I asked a newer client recently who was talking out some referability woes with me: "Well if you don't mind me asking, how many referrals are you giving?"

He just looked kind of puzzled and said, "Well, I'm trying to get referrals."

My response? "I know, but how many are you giving?"

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You see, not only is giving referrals the best way to get them...

...But it's also the best way to get unstuck.

You know, unstuck from all that overwhelm of not knowing who to ask or what to say.

And unstuck from all that overwhelm about feeling awkward about asking.

It's a great way to get into action. To start walking down that road to referability...without all the pressure.

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Still, giving referrals isn't the most natural of things. You have to work at it. Make it a habit.

(But it's way easier and more effective than doing the opposite...which is asking.)

And by giving, even when you're not seeing an immediate return in the form of referrals back to you, you're still gaining.

You're gaining confidence.

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By giving out referrals, you're:

1. Blessing others. (Period! Point blank. No expectations otherwise.)
2. Proving to yourself that referrals can be given (so you can confidently show others how to give them to you).
3. Developing a referral system that you can share with your referral partners, so they can use it to bless you.

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Now, I'm not talking about chucking random 1:1 referrals at people. I'm talking about building out a targeted process.

Here's what you do:

1) Figure out who your upstream referral partners could be.

Think about who else your client could need that butts up to your industry.

If you're a real estate agent, this might be a home inspector. Or an insurance agent. Or a mortgage professional.

If you're a mortgage professional, this might be an estate planning attorney. Or a CPA. Or a financial advisor.

Don't overthink it. Just start with the few that come to mind. You'll probably recognize more later.

If you already know competent people in those roles, great.

If you don't? Start trying to find some by asking around.

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2) Work referral questions into your client onboarding process.

Find out who they need. "Do you have a home inspector yet?" "Do you have an insurance agent?" "Do you have an estate planning attorney?

Then...make the match. (Or if they do have a rockstar person already, ask for an introduction.)

Really work at it. Work on your language, and work on your ability to give and give back so it becomes a self-perpetuating cycle.

There's an old proverb that says, "A generous person will prosper. Whoever refreshes others will be refreshed."

Start focusing on refreshing others, and you'll be refreshed in so many ways.

Appreciate you,

Brian

Whenever you're ready, there are 2 ways I can help you:

1. Work with me to transform your referral relationships. (Booking into Nov - let's talk)
2. Get your own board of advisors with ACCELERATE Boardroom (See if it's a fit here)

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