My system starts with asking the right questions and then actually listening to the answers.

Most people will tell you exactly what they need, who they know, or where they’re struggling if you slow down long enough to listen. Too many people go into networking conversations waiting for their turn to talk instead of looking for ways to help.

I also believe it’s unrealistic to expect referrals if you’re not intentionally giving referrals. The strongest networks are built on generosity and consistency, not keeping score.

For me, I create referral opportunities by staying curious about people’s lives. I ask questions like:

• “What’s been keeping you busy lately?”
• “Who is your ideal client right now?”
• “What challenge are you running into?”
• “What type of introduction would help you most?”

Then I listen for opportunities to connect people.

I keep mental notes and follow up when I hear someone mention a need that matches another person in my network. I’m constantly trying to connect dots.

A lot of my best referral conversations don’t happen in formal meetings. They happen during everyday conversations because people know I genuinely care and I’m paying attention.

There are opportunities every day for me to share information from a 7-Minute or an InfoMinute. I quote the Member: "Stephen Davies taught me the word 'just' is demeaning to the speaker."

Then my conversation partner asks "Who is Stephen Davies?" and I get to say he's a sales trainer on the Milton Team  - and they just naturally ask for an introduction.
(I text them the Member's personal profile page - BUT I have a recent story about that, too. If your personal profile page isn't the best it can be, you're missing money; call me.)

It's a quick daily habit.

My system for creating referral conversations is built into my daily routine with patients.

Because I spend so much time listening to people throughout the day, I naturally hear what’s happening in their lives — health concerns, business struggles, family changes, moving, stress, financial concerns, home projects, legal needs, travel plans, and more.

I keep the PowerCore members top of mind and I keep everyone’s contact information in my phone so I can quickly connect people when a need comes up.

I also take notes during conversations because many times a referral opportunity doesn’t happen in that exact moment. Later in the day or week, I may realize, “This patient really needs to meet this person.”

One thing I’ve learned is that referrals happen best when you genuinely care, pay attention, and create the habit of listening for opportunities instead of waiting for them to appear.

Dr.Laurie Dady

I use two versions of my newsletter for difference audiences.  I have a"local" version that contains information that potential clients and referral partners in Atlanta will find useful.  I also have a "national" version that I send to friends and family around the US that highlights my ability to connect them with an advisor with the same level of compassion and experience that I possess, wherever they are.  Thjis tailored approach let's people tap into my expertise and referral capabilities no matter where they are located.  

Every time I sell an insurance policy, I send an email out to the client with their documents, their "Next Steps" and I also have a section in there where I ask "What else do you need help with? Let me know if you'd like me to connect you with someone to help with any of the following:" Then I list the classifications from my group. I also ask them this on the phone but the email reiterates to them that I know people so it will hopefully trigger a reminder if they need something later on (this way, I am hitting them both verbally AND visually with the question). 

My "system" is asking quesitons and listening. I look for opportunities then ask some questions about the situation, then ask for permission to share contact information about someone I know who I beleive could be a good referral target for that person. Its not out of the blue though. there has to be a "trigger". the trigger could be a situation I see, or a response to an unrelated question. Or it could be a spontaneous utterance from that person that triggers me to see if that is an opportunity to refer them to someone I know.