I keep referral records on my desk, which makes it a daily reminder. I make it a habit to look at all the different groups I belong to and see if there is a need for a referral to someone on my team. I also receive a lot of requests from clients asking for referrals. Lastly, I’m an active listener and I try to interject kindling questions into my conversations that may lead to a referral to a team member.  

I use personal profile pages.

Yesterday a vendor was in my office talking about how much they worry. I asked Kindling Questions, and after the third one they said "Maybe I should see a therapist about this."

To which I replied "I've got a guy I really like," and printed out Ryan Austin's personal profile page.
As I handed it to them I pointed to what he has under his logo  

• My best clients are ready for change & wanting peace in life. They usually have tried everything to change their habits or gone through different tactics to try to decrease distress. They are ready to both try something new & put in the work in therapy.

and immediately they pointed at the word peace and said "That's what I want."

I took two more actions:

1. I circled Ryan's phone number, and pointed out that it was his cell, and they were welcome to use it.
2. I sent an email to Ryan letting him know this person's name, and that the message he had on his profile page synced for them.

I send people to a PowerCore member's profile page on the referral person's phone.  I point out the various sections of the page, and especially the Endorsement Letters that the member may have displayed.  I then get their name and write a referral record for my team member.

I have a stack of Referral Records on my desk near my computer, and also in the console of my truck.

I also have all of my team members' contact info on my phone for easy access.

These give me quick access to pass referrals and allow me write a referral that comes to mind.

I keep a stack of blank referral slips in front of my computer monitor. I also have the list of members on the Resource page of my website. 

I try to focus on a team member that I have not referred to and take an intentional approach with them to try and figure out why I've not been able to refer to them.  That usually entails inviting them to coffee and focusing our conversation on their desired clients.  I also try to find some synergies with my sphere of influence to see if there is something that I am missing that could lead to a referral to this team member.

I prepare referrals by keeping a clear, organized list of my team members’ specialties, typical client profiles, and key talking points. This makes it easy to match the right person to each client’s needs. During my conversations and meetings, I ask discovery questions to uncover pain points—if someone mentions an issue with marketing, insurance, or legal support, I immediately think, “Who in my network can solve this?”

I also make a point to stay connected with my team members through regular check-ins. This helps me stay informed about any updates or new offerings, ensuring I can provide relevant referrals. Finally, I don’t just hand off a phone number; I facilitate warm, personal introductions so everyone starts off on the right foot. By intentionally fostering these connections, I create genuine opportunities for clients and team members alike, and in turn, encourage reciprocal referrals that benefit everyone.

To stimulate referral opportunities I have to listen. Most people think about sales, when it comes to health insurance as well, as a moment where someone pitches a product. I think differently about it. Instead of calling it "pitching" I like to call it "listening". Based on the situation of the person I am speaking with, listening will tell me everything I need to know to make sure I am putting them in the best place available to them and the place where they want to be.

In practicing listening, I can very effectively hear moments in time where a need arises that I do not directly help with. THIS is where I find referral opportunities. 

Once I have that opportunity, I dig in to explore the timing. Timing is everything for referrals, which is why I field the question directly to the client before even passing the referral. Knowing that someone is ready to buy is the primary factor for a successful pass off, along with that transferrence of trust.

I use personal business experience and 3rd-party stories. 

To stimulate a referrral, when I encounter a customer or prospect that can use "insert referral name," for their service I ask questions in order to guage their interest on the topic and the current steps they have taken to find a solution. 

If they are receptive to a new solution, I will provide the following in one interaction:

• Business card 
• "Blerb," of my business experience with that referral.
• 30,000 ft view of a previous (referrals) 1 or 2 info-minutes from P.C. that would apply.  

I also try and make a warm connection between both parties to ensure that they are aware of what is being requested. 

As an insurance agent, I often talk to people who are buying new (to them) homes or investment properties. I make it a habit to ask them if they have any remodeling plans for the home so I can refer my trusted partners from Powercore.