I focus on key differentiators—what makes someone different from their competition and when I would actually refer them.

I use the weekly agenda to take notes during the meeting, then keep all the past agendas saved in a folder. That way if I ever need to recall something, I can go back and find it pretty quickly.

It works for me because it’s simple and consistent. I’m not overcomplicating it, and over time it builds a solid reference point so I can actually make better referrals instead of trying to remember everything off the top of my head.