Photographic projects are often a team sport. Depending on the brief, I hire assistants, makeup and hair specialists, wardrobe consultants and the like. Since everyone, myself included is a freelancer, I choose skill first then consider how each person will fit my team. This gives each contractor the opportunity to meet someone new who might need their services or could refer them to other jobs. This builds commeradrie and makes my shoots go smoothly. Clients benefit from the skill that each team member bring to them.

When I bring a vendor (in my case a subcontractor usually) the criteria is will the finished work product meet the quality standards that I set.  It's important that expectations are met for the client.

Typically I end up with requests for handypersons after I finish a project and sometimes there are projects where my model just isn't a good fit for the client.  When that happens I want to recommend a partner that will take care of my referral as well as I can or better.  It's about the client's best interest.

Once a month I schedule lunch with one person from three different associations. My goal is to show them I am well networked, by introducing them to people they benefit from.

A clue to whether they'll continue to a relationship is what they have in commom. I always start with what I know in an email the day before, and that gives us a good way to start the conversation.

A signs guy, commercial realtor, and printer found they each had a first person interation with the actor Paul Newman.  By close of business the next day they'd each messaged me to say they'd had a referral for the other two!

(I'm never worried about immediate benefit myself - I'm playing a long game. Each time they get a referral from the others, they'll remember me. I'll get benefit.)

In the mortgage world, I regularly connect clients with trusted Realtors and service providers—insurance agents, contractors, plumbers, electricians, handymen, and more. When someone is buying a home, things move fast, and they often need reliable help right away, whether during the loan process or before move-in. My goal is to be a go-to resource by providing great referrals my clients can count on. When I do that well, it builds trust and naturally leads to long-term relationships and future mortgage referrals.

As a solo criminal defense attorney, I’m selective about who I bring into a client situation because the right fit can create value for more than just me. For example, when a client’s case involves mental health or substance-use issues, I can refer them to treatment providers who operate in circles that align with the client’s real-world issues, not just their legal needs. I look for people whose involvement strengthens the client’s position and gives that professional a real opportunity to help and be seen. I know it’s the right fit when the referral benefits everyone involved, not just my practice.

I recognized the involvement of Dr Andrea Pack with my clients could easily be an opportunity for her.  I always coach to proper form but I have a client or two that struggle keeping the correct form throughout the exercise. With Dr Andrea’s expertise on movement she can identify muscle engagement that could eventually be a problem.  A pelvic tilt might make the ARX number look good but the alignment is not functional and when maximum force is applied it can turn into a problem. So when I was concerned about Ann’s body wiggling to get a good number, I invited Dr Andrea to watch. In 10 minutes, she was able to identify the movement and teach Ann how to keep her hips stable.  I am currently doing the same thing with Debra.  I will be sending a video to Dr Andrea to observe shoulder movement to ensure it is functionally appropriate since it seems almost impossible for her to keep it in one position.  It is important to me to keep my clients in good form and the clients that struggle with keeping form could benefit Dr Andrea’s expertise.

When I bring a Team Member, or a business partner into a client situation, the first question isn’t, “How does this help me?”
It’s, “Who does this create opportunity for?”

In one client situation, I didn’t choose the most experienced business partner. I chose the person whose presence would raise the quality of the room for everyone involved. Their network expanded the client’s options. Their way of working calmed tension. Their perspective added something missing, not something louder.

The signal was simple. When the right person is involved, conversations open instead of narrow. Decisions get cleaner. Other people in the room gain clarity, not just confidence in me.

That’s how I recognize it.

If involvement only advances my business, it’s the wrong move.
If it strengthens the environment for everyone, it’s the right one.

That’s the standard.

I make sure when I'm talking with my clients, that if they have a situation that requires expertise I don't provide, I can recommend someone I can trust to care for them the same way I would.  That's one of the great benefits of knowing so many great business owners within PowerCore.

One of my clients was exploring the thought of retiring early and wanted to get an evaluation of their savings to see if they would be adequately prepared.  Since I am not an expert in the specifics of investments, I introduced her to Jim Mothorpe to assist her in doing this evaluation, and he did an excellent job, providing suggestions and reassuring her she was on the right track.

We were then able to focus on her goals to get to that retirement number she needed to get to her goal.

My nanny was hit by a semi truck on her way to my house to watch my girls while we were working. Salah Harrell, a former PowerCore member who specialized in personal injury cases is who I brought in to help because of her extensive knowledge in injury cases such as this one. After 2 years of back and forth with the insurance company she was able to secure a large settlement for my referral which showed she knew exactly how to handle this case.
 I also knew Salah was looking to start a family and we weren't going to need our nanny for much longer which also was perfect because that introduction led to Salah hiring our nanny to watch her baby when she was going back to work. 

Whenever I bring someone into a client situation nine times out of ten it will create an opportunity for the person that is brought in. Therefore, it's never just about me when a situation with a client calls for additional help or service(s).

For example, I had a personal injury case and the patient was not sure if they would retain legal representation. Initially, it seemed as if they would not. However, I encouraged them to have a consultation with the personal injury attorney on my PowerCore team, Norm Sawyer. This allowed the patient to weigh their options. Also, I knew that Norm would consult with the patient without being pushy.

Thankfully, my patient signed with Norm because the at fault party ended up disappearing for a while and no one was able to make contact. Any individual without the expertise, experience and resources of a personal injury attorney who decides to represent their self will struggle to resolve complicated cases like this. Thanks to Norm a resolution occurred without a lawsuit being filed. Also, it did not take years to settle this case due to Norm's work.

As an insurance agent, their are many professionals in my immediate network who could benefit not only my clients but members of my PowerCore team.  Many of my clients come to me for their auto and home insurance needs.  When I am meeting with them, they may express a need for other services such as an chiropractor, personal injury attorney, etc.  About a year ago, I was completing an account review for one of my clients who had a foodtruck business.  She expressed the desire to grow her business.  I told her about Powercore and how we could assist her exceed her goals.  She accepted my invitation to visit the team.  I know that the team would benefit her and she would also benefit members on my team.  This is the power of reciprocity.

When I bring someone into a client situation, I choose a person who is a good fit for the client, not just for my business.

For example:
I had a commercial client who needed pressure washing and ongoing maintenance. I brought in a vendor who already worked with property managers and understood inspections and schedules. This helped the client and also created an opportunity for the other business.

I know it’s the right time to involve others when a client needs more support than I can provide alone. If it helps the client and helps another professional grow, I move forward.

If everyone benefits, it’s the right referral.

Usually, my clients work with me because they’ve been experiencing chronic pain. I work one-on-one with them, which allows time for meaningful conversation and careful observation. I listen closely to both what they’re verbally sharing and what their bodies are communicating.

I’m clear about my field of expertise, and if a client presents an issue outside of my scope, I make it a priority to bring in someone who has the specific skills to help. My goal is always to create support that benefits the client, not to further my own network.

For example, last week a client reached out about a swollen, painful toe. Based on my understanding of their body, I suspected the pain was related to arthritis rather than a fracture. Because I don’t have the ability to perform imaging, I sent them a recommendation for an orthopedic doctor and suggested that they get an X-ray to confirm what was going on in their foot. The X-ray showed no break, and the orthopedic doctor confirmed the pain and swelling were due to arthritis. In this situation, involving the orthopedic specialist created opportunity and clarity for the client’s care, ensuring they received the right support.

Like so many things in business, my work revolves around relationships. When I send my clients overseas to unfamiliar places, I want someone on the ground that will take care of them. These partners need to make the client's experience worth the premium they pay but also step in when problems arise. These partners regularly come through Atlanta to meet with travel agents like myself. A positive personal interaction makes me much more likely to try them. I had one such vendor based in Greece. I met with them in Atlanta and then they invited me there for a week where they let me experience for myself what they do and how they operate. I got to travel from a client's perspective, travel with the owners, and watch them pivot when bad weather interrupted plans. It was an amazing trip. So when my top clients wanted to go to Greece, you know who I hired to help me plan their vacation!   

In my line of work as a Business Banker, I am a connector to trusted professionals in other areas such as: CPAs, Payroll & HR Advisors, Marketing & Advertising Agents, Insurance Agents, Financial Advisors, and Estate Planning Attorneys just to name a few of the professionals I connect my clients with, When someone in my arena is looking for a Business and/or Commercial Loan my responsibility is to provide the right financial advice to provide the best solution that matches the need. When I provide the right financial advice to my clients that works in their businesses it build loyalty and trust that when my cleints have other needs they turn to me and I then connect them with the right people. This is how Healthy Ecosystems and Healthy Communities are built.

Connecting my clients with people that match or communicate well with their style or personality is first. Currently I'm working with the family of a business in transition. I've not worked with the new discision makers but have consistently followed up with them, offered my network (PowerCore) and arranged to have meeting(s) with Business Brokers. I asked the Brokers, if this was an opprtunity that would fit their expertise and appetite. I've explained the challenges and options that have been mentioned. This is a difficult time, and this will be an indelible memory.

Everyone has provided an overview of what they can do to assist, and what they need from the family to make a desision about the direction they should move.  Each has offered multiple solid paths forward to honor the family legacy. They will have a new client or two with a succesful transaction. 

I always think about the client's personality first.  Some vendors are not a good fit for one client but are perfect for another.  That process starts with a vendor discussion showing the vendor the problem/situation that I needed fixed along with an idea of what the client is like (demanding? go-with-the-flow? etc.)  Once I find a good vendor for a client, I let the client know what the vendor is supposed to accomplish and the costs involved in meeting those goals.  

Six months ago I had a client pass away, leaving his wife to handle both his lawsuit as well as his personal affairs.  The client is using her future settlement funds to hire an estate attorney to set up her late husband's estate.  I found a lawyer in Alpharetta for her who I've known for a long time.  The lawyer is relatively close to the client in Cumming.  The lawyer has a more hands-on, take charge approach that my client appreciated.  It also allowed the lawyer/vendor to meet someone in the local Cumming community who can be a gate opener for her small but growing law firm.

The first step in working with a client is to have a Discovery Call. During this call, I am able to learn what the clients needs and goals are and if there is a plan in place. This let's me know if we should take the next step, the Diagnostic Review. Also during this call, I will hear from the client what their pain points are. There will be areas in their business where they have little to no support, knowledge or training to accomplish a goal. For example, If my client was overwhelmed with phone calls and scheduling, I would recommend Jennifer Parlier at Management Virtually Powered. If it was web site design or SEO, that would be Ryan Williams with Websuasion. Most recently, a client wanted to change to a seasoned tax strategist from an accountant and I sent them to Yvette Best with Best Accounting. If I can assist my client in other areas of their business and help them be more successful by sending them to my referral partners, I will be successful as well from their referral they send me.

The process of choosing someone is fairly simple, I will only bring someone else into a client meeting or situation that is going to directly benefit the client. Recently, I have been having end of year meetings with clients and finding out that they either need help with establishing a trust or having some tax issues/questions. In these situations I immediatley think of referral opportunities for both Ariel and Richelle. I simply let the client know that I have someone in my network that could be of help to them. Then just send an introductory email. 

I recently brought our digital marketing specialist to a First Responders Day cookout hosted with a local insurance office.

She jumped in to help with food prep and setup, which let her experience the relationship up close rather than from the outside. She saw the trust between Penco and the agency, which helped her better understand why our partnerships with agents matter.

Her being there also added value for the office. She captured great photos from the event, then shared them so the agency could spotlight the day on social media.

I look for moments where involving someone strengthens the relationship itself. When that happens, it creates opportunity for everyone, not just my business.

In my work, I try to be a trusted point of contact for my clients, not just someone focused on my own piece of the business. When a situation comes up that’s outside my scope of knowledge or what I do directly, that’s when I look to bring in someone else who can better support them.

Part of what I do with Aflac is helping clients through the claims process, and in more serious injury or sickness situations, people are often dealing with a lot more than just the claim itself. My priority is always to help get the claim handled so they’re paid, but when I can, I’ll also connect them with someone who can help ease other stresses so they can focus on their health and recovery.

When I make those referrals, I’m intentional. I think about who is the right fit for the client, the personalities involved, and who I believe will handle the work correctly and fairly. Credibility matters to me, because I want both the client and the person I refer to feel confident in the connection. When that happens, the referral supports the client first, gives the other professional a real opportunity to add value, and builds trust that goes well beyond any single transaction.

As a former social worker and a life-coach who works in a holistic way, I’m always listening for the moment when my client needs a wider circle of support than I can provide alone.

Here’s a real example. I’ve been working with a client on healing anxiety. When her anxiety started showing up in a way that felt both emotional and physiological, I referred her to a psychiatrist I know personally for an evaluation around medication support. My criteria was environment and circles: I wanted someone who could meet her with clinical skill and a calm, human presence, and collaborate with the bigger picture of her care.

A few months later, when she became pregnant, I referred her again—this time to a doula I know and trust. Different need, different professional, same criteria: someone who would widen her support system with grounded care.

How do I recognize when bringing someone in will help others, not just me? I listen for three signals:

1.     The client is doing their inner work, and an additional expert would make the path safer or more supported.

2.     The need is outside my scope, or it’s time-sensitive in a way that requires another kind of professional.

3.     The right referral would create a healthier ecosystem around the client—so they’re not relying on one person for everything.

And I only refer to people I know personally—either I’ve experienced their work directly or I’ve received strong recommendations from people I trust. When I refer this way, it’s always an opportunity for the professional I’m referring to—but the bigger win is that the client feels held by a real team.

Since it’s just my husband and I, we’re intentional about who we bring into events. We look for people where the opportunity benefits them too, not just us.

For a Women at the Well event, we brought in servers to help with the buffet, setup, and teardown. We chose them for environment fit and reliability, but also because the event gave them experience and exposure they don’t always get. We made sure they were treated as part of the team and introduced to the client.

I know it’s the right choice when the collaboration helps someone gain confidence or future opportunities while still creating a great client experience.

When I am looking to introduce my clients to someone, I want to connect them to an expert where they need help. My priority is to make sure that my client is getting the best help they can, even if it's not from me.

I was with a customer yesterday because we are going to replace the carpet and I had to bring him some carpet samples.

He was telling me that this year he is trying to not spend money eating out, that he just realized last year he spent more than $3,000 eating out and he is goint to try to invest this year instead of visiting restaurant and I immidiately thought about Joel and I told him I could reffer him with Joel if he wants more ideas to invest.

I know Joel could be very helpfull for him and he is a very nice man to work with.

As a tax professional I work with people from a range of industries with a range of issues. I meet clients that are either reacting to IRS notices or  being proactive about avoiding significant tax liability, so network opportunities often present themselves. For instance if the client is interested in tax strategy I know that a financial advisor like Joel, or an estate planning attorney like Ariel, or business banker like Brian would also likely be of great help. And if they're facing real estate related tax liability and opportunity which is often the case lately, I would look to people like Clay, Kurt - or Alex from the Gwinett team. That's the beauty of PowerCore for me...I have so many excellent colleagues to introduce as a value add when the situation dictates.