Referrals happen because we think of someone who isn’t here. Pick one client and tell us five things about them that we would see:
Do they use an email signature file?
Do they include punctuation when they text?
Do they have a vanity license plate?
Do they send holiday cards?
Do they wear high heels?
Five observable characteristics about ONE client.
from the Roswell 400 Team
This is a tough one for me because I think it’s more of what you would hear than see but I’ll give it a go.
1. This client likes to travel the US and abroad.
2. They had a health issue a few years ago and are now in remission and is now a health fanatic.
3. He goes out of his way to help others.
4. He likes to be informed, always reading and is curious on how things work.
5. Likes to ask a lot of questions.
from the PowerCore Team
One client - who has been a Member for more than 25 years:
1: No sig file
2: I've never gotten a text from them.
3: don't know
4: I've never received one
5: no - both are men, and they wear laceup leather shoes when I see them
Oh! That gave it away - this is three people!
A fourth in this category does send holiday cards - everything else is the same
A fifth does text, everything else is the same.
from the Candler Park Team
One of my clients, Derek owns a boutique construction firm. You'd spot him by these five things:
from the Peachtree City Team
I have a mix of clients that are both local and from across the country. The clients I don't see face to face (in 3D vs Zoom), I need to get creative with my questions to get information about them.
One client I'm thinking about lives in Vermont.
- Engaged
- Drives a late-model pickup truck
- Travels frequently for work
- Always early to meetings
- Preferred communication is email
from the Newnan Team
One of my clients, Chad, runs a small construction firm. Here’s how you'd recognize him:
He uses a polished email signature featuring his company logo and complete contact info—always professional.
When texting, Chad relaxes a bit—he skips formal punctuation and texts like he's chatting over coffee, sometimes making you decipher his shorthand.
He proudly sports a vanity license plate with his business initials, so you'll definitely know it’s him coming down the road.
Chad himself isn't a holiday card sender, but luckily his wife steps in each year to make sure the family stays on everyone’s fridge.
And you'll never catch Chad in high heels—unless steel-toed boots suddenly come with a stiletto option, he sticks firmly to his job-site footwear.
from the Towne Lake Team
from the Newnan Team
I’m thinking of a facilities leader who’s always sharp and put together—neat and professional every time I see him. He moves with purpose—never rushed or flustered. His tone is calm and steady, even when things get hectic. You can tell he has a military background by how disciplined and composed he is. He’s usually out on his golf cart, quietly checking on everything with confidence. When I meet someone who carries themselves like that, I immediately think of him.