Most people think a referral for a pool builder is anyone who says, "I'd love a pool one day." That’s probably a cold referral—they like the idea, but they're not ready to act.

A Home Run referral would be a homeowner who is already investing in their outdoor space. Maybe they're getting quotes for a patio, outdoor kitchen, retaining wall, fire pit, or major landscaping project. They've moved beyond dreaming and have started spending money to improve their backyard.

A Grand Slam referral is different. It's the family that just spent $50,000 remodeling their kitchen and now says the backyard doesn't match the rest of the house. It's the homeowner who bought a house because they plan to stay there for the next 15 years. It's the couple who hosts every holiday, graduation party, and neighborhood gathering and keeps saying, "We really need to do something with this backyard."

When I hear people talking about creating their forever home, expanding their outdoor entertainment space, or planning a major landscaping project, I know that's likely a Grand Slam referral because they've already made the decision to invest in their property.  They're just deciding what it will look like.