Honestly, my system lives at the intersection of the relationships I'm already building and the natural touchpoints in my business.

After every completed job, I send a handwritten thank-you card, not a generic "thanks for your business" line, but something specific to that homeowner. That card also reminds them that NBS Roofing runs on trust and word of mouth, and that the best compliment they can give is an introduction to a neighbor or friend.

But the bigger system for me is my network itself. I'm connected to people like Byron - a general contractor - and we're constantly feeding each other. He's on job sites talking to homeowners who have roofing questions. I'm on roofs seeing  siding or deck issues that aren't my lane. We built a habit of making those calls to each other in real time, not waiting until a meeting to mention it.

I also coach youth softball, I lead worship at my church, and I'm in a community with real relationships, not just transactional ones. I've found that when people genuinely know you and trust your character, referrals become a natural part of conversation rather than something you have to manufacture. My faith shapes how I do business, and people feel that. That authenticity is its own system.

The question I try to ask myself every week is simple: Who did I meet this week that someone in this room needs to know?