It is easier to give a referral if you link it to a benefit for the client.  A client had begun to spend significantly on research and development.  In discussing the research, I asked if he was protecting this investment.  This conversation led to a referal to Barry Kaplan, Patent/IP Attorney.  The client had not thought of the risk and was appreciative of the referral.  I called the client and, upon approval, generated a three way email.  When working with clients, we watch for opportunities to guide/advise; being on the Sandy Springs Team provides me with professionals I trust to assist my clients.