The best referrals are the ones that end in a bank deposit (and WDB slip).  But sometimes they can create a larger business opportunity and / or a larger relationship.  I referred a client to Ben Ragin last year that needed a homeowner's insurance policy.  That referral allowed Ben to assist the client with multiple lines of insurance, creating a larger business opportunity.  The client was from London - Ben and his wife were planning a trip to England - which allowed Ben to create a larger relationship with the client = Garnish!