What To Say To Get Referrals: Action > See

Referrals happen because we see an opportunity. The key is see.

Think of a recent client who you like and who is profitable.

Share five things we would see if we met them:

Do they fidget? Click a pen?

Are they early for appointments?

Do they smile when you speak?

Is their hair disheveled?

Share five things, about a recent client, we would see.

Tom Wallace

Response from Tom Wallace

from the Peachtree City Team

A recent client stood out with this question:

1.  Always a minute or two late for our appointment.

2.  Fidgets when I am talking.

3.  Prompt with turning in any "homework"

4.  Get to the point with any question or comment (doesn't meander with his conversation.

5.  Smiling and upbeat personality.

Christopher  Lyboldt

Response from Christopher Lyboldt

from the Roswell 400 Team

Here are some observable characteristics of one of my most recent clients.  She was the daughter of a gentleman living with Alzheimer's Disease.

If you met her, here’s what you’d notice:

  1. She walks in with a folder of notes—prepared, but overwhelmed. She’s been keeping track of every doctor’s appointment and every fall her dad has had.

  2. She smiles politely, but it’s tight. The weight of being the only daughter and having to make all the decisions is wearing on her.

  3. She’s early every time. It’s not just punctuality—it’s urgency. She doesn’t want to waste a single moment if help is available.

  4. She checks her phone constantly. Not because she’s distracted, but because her dad might wander, or the caregiver might call.

  5. She looks pulled together, but exhausted. Like someone who’s been holding the family together for too long.

 

That’s who I help—families in silent crisis, trying to do the right thing for someone they love.

Heidi Franz

Response from Heidi Franz

from the Newnan Team

Two of my clients, Leah and Claire, are both doctors and successful social media influencers. Here's exactly what you'd see if you met them:

 

  1. No fidgeting or pen-clicking—they're calm, confident communicators.

  2. Punctuality is important to them, but with eight young kids between the two, if they're ever running behind, they always communicate clearly and promptly.

  3. Warm smiles, every time we speak, making interactions welcoming and positive.

  4. Always professional in appearance—no disheveled hair here—they consistently present themselves neatly and thoughtfully.

  5. Driven and goal-oriented, they've tripled their social media following and grown their income three-fold over the past two years. They have clear objectives and a solid plan to achieve them.

Amir Demings

Response from Amir Demings

from the Kennesaw Team

If you had the opportunity to see her two dogs you'd probably finally understand why there might've been a bit mismatched hair on her nice floral shirt. Always early for appointments and calm with an undertone of deliberation. Their hair may not be disheveled but you can tell, she has some type of stress in the back of her mind. Perhaps that's where her dog and husband step in as the two main forces that bring her peace, or joyful relief. She always makes sure to say hello out of common courtesy, she respect manners. So if you think you see her, please, return the favor make sure you're genuinely interested about the question you're about to ask. She'll sniff out the fluff.

Melissa Moss CFP®

Response from Melissa Moss CFP®

from the Towne Lake Team

One client who has been a client for going on five years: 

  1. He wears his sunglasses with a strap so they hang around his neck. 
  2. He parks forward into a spot; never backing in. 
  3. His hair is always manicured, but pretty plain. He's a regular at Great Clips. 
  4. His face is clean-shaven. 
  5. His brown leather belt coordinates with his brown alligator cowboy boots, which are the biggest investment piece in his closet. 
Lacy Loyd

Response from Lacy Loyd

from the Newnan Team

A recent client that really stood out to me is the plant supervisor at a local manufacturing facility we service. If you walked onto his property or met him in person, here’s what you’d see:

  1. Safety glasses on before you even say hello.

  2. A calm but commanding presence—he’s not loud, but people stop to listen when he talks.

  3. A wall-mounted map of his facility marked with red, yellow, and green tags for emergency access points.

  4. He doesn’t fidget, but he does pace slowly when he’s thinking—hands in his pockets, eyes on the floor.

  5. His radio is clipped to his belt and it chirps constantly, but he only responds when it's urgent.

 

He called us in after a sprinkler burst and now we’re part of his emergency response plan. If you see someone like him—calm under pressure, safety-first, and focused on minimizing downtime—I’d really appreciate an introduction.

Micah Knapp

Response from Micah Knapp

from the Peachtree City Team

A Client that I have worked with since the beggining of this year stood out for this question.

1. They do not fidget much at all, but we are usually standing

2. I usally go to him and he is usaully on his computer when I come in

3. He is quick to respond to any text

4. He doesn't overly smile but is always very pleasant 

5. He has longer slighty disheveled hair