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

A simple rule that has made business life easier: "Always strive to give value before you ask for value."

I enjoy the energy of the meetings in the early morning, particularily at Team Whitlock. With that energy comes distractions if I am not focused. One of the systems I use in the meeting is a sheet I keep updated called, "Team Referral Phrases." This started as a sheet of paper that simply had every Team Member's name on it.  Whenever they say something that strikes a referral cord in me and I believe will resonate with the people I come across, I write it down. This valuable information can come from their delivery of an InfoMinute, 7-Minute or great answer to a "Say To Get" Referral Trigger. Monthly I update it on my PC, which helps me re-read and re-hear the information to use for a referral. I bring the sheet to every meeting, keep it updated and share with Teammates at our coffees what I believe their most effective referral phrases have been.

Outside of the meetings, I ask Team Members to share their "One-Pages" with me digitally. These are generally their best general snapshot of their services and products. I keep them in my iPad to share easily and efficiently with prospective referral clients.

The sharing of the Team Agenda and roster has also proved a valuable tool for gateopeners and business collaborators.

My system is built around having holistic conversations instead of transactional ones. In banking, referrals happen naturally when clients feel like you truly understand their goals, not just their account balance.

I make it a point to ask questions beyond the immediate reason they came in. If someone opens a business account, I’ll ask about how they process payments, manage cash flow, or plan for growth. If a client mentions buying a home, caring for parents, or planning for retirement, I use that as an opportunity to connect them with trusted professionals or additional resources that could help.

I also keep detailed notes and follow up intentionally. During follow-up calls or account reviews, I revisit life changes, business goals, and financial priorities so the conversation stays relationship-focused instead of product-focused.

By consistently listening for needs and connecting people to solutions — whether inside the bank or through trusted community partners — I create referral opportunities organically because clients see me as someone invested in helping them succeed overall, not just completing a transaction.

In my business there are two major opportunities for referrals: 

1) Face to face on a clients property. Often, I am not the one on site with the majority of our customers. I stress the importance of Powercore and referrals to our guys so they are always on the look out for referrals. We created an internal list of everyone that we refer for everything and each guy has a copy of it in their google drive. 

2) On the intake call. Often clients ask us to do things we don't do. In the office we keep the same referral list and are able to create a lot of three way connections that way. 

In both of these instances, the relevant team member knows they are to text me with all of the information realted to the connection so that I can make sure it is properly reported at my meeting. I know that giving referrals is just as critical as recieving them so I intentionally created a process to capture them even as my comapny grows!

I ask what is new that potential clients should know about in coffees and conversations, and going through the CRM I look for changes that would suggest a referral opportunity

Whether it's with another business owner, a member at my church, or a neighbor,  I listen during conversations for a key trigger that someone could use as an introduction.

During client meetings, as we go through various action items, this can also trigger an opportunity for an introduction.

So I maintain curiosity along with listening for those key triggers.

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.  

My system is built around conversations with my clients. While I’m on a job, I make a point to talk with them and ask questions. What else they’re thinking about doing in the house, any upcoming projects, what’s been on their to-do list. A lot of referral opportunities come up naturally when you’re genuinely interested in what someone needs. If I find out they’re thinking about electrical work, new windows, landscaping, or anything outside my scope, that’s my opening to connect them with the right person.

All my new prospects complete an intake form that asks them about their needs and what they want from their accountant.

The end of the form has a list of services, and asks if they need assistance in other areas (insurance, mortgages, etc.). When a prospect selects a service, I pass a team members information along.

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). 

Honestly, my system lives at the intersection of the relationships I'm already building and the natural touchpoints in my business.

After every completed job, I send a handwritten thank-you card, not a generic "thanks for your business" line, but something specific to that homeowner. That card also reminds them that NBS Roofing runs on trust and word of mouth, and that the best compliment they can give is an introduction to a neighbor or friend.

But the bigger system for me is my network itself. I'm connected to people like Byron - a general contractor - and we're constantly feeding each other. He's on job sites talking to homeowners who have roofing questions. I'm on roofs seeing  siding or deck issues that aren't my lane. We built a habit of making those calls to each other in real time, not waiting until a meeting to mention it.

I also coach youth softball, I lead worship at my church, and I'm in a community with real relationships, not just transactional ones. I've found that when people genuinely know you and trust your character, referrals become a natural part of conversation rather than something you have to manufacture. My faith shapes how I do business, and people feel that. That authenticity is its own system.

The question I try to ask myself every week is simple: Who did I meet this week that someone in this room needs to know?

I'm constantly walking our projects as they are being completed. I generally have conversations with clients every day. Just today we finished up a deck and because of doing walks everyday and having communication with the client.
We are now pricing his mother-in-law's deck.
We are also turning an unfinished space in a basement, into a new bathroom and bedroom. This is in the same neighborhood.  

One of my systems for creating referral opportunities is being intentional about staying connected across all of my circles. Whether I'm talking with a client, someone at church, a Chamber member, a PowerCore Member, or a friend, I pay attention to what they have going on. When someone mentions a project, a challenge, or a need, I make a point to let them know that if I can't help them myself, I probably know someone who can. I regularly connect people with trusted professionals because I genuinely enjoy helping solve problems. Over time, people have come to see me as a resource, which creates natural opportunities for referral conversations. The more I connect people, the more they think of me when they hear someone else mention a need.

As a financial advisor and coach, my entire process is built around understanding a client’s life, goals, challenges, and opportunities. During discovery meetings, planning sessions, and ongoing reviews, I’m constantly learning about what’s happening in their world.

I ask questions like:

• When was the last time you had your home and auto insurance evaluated?

• What interest rate do you currently have on your mortgage?

• Do you plan to stay in your current home long term?

• Have you ever thought about selling, downsizing, buying a second home, or renovating your current home?

These conversations serve two purposes.

First, they help me identify opportunities to save my clients money, which is a core part of my role as a financial advisor. If a client is overpaying for insurance or carrying a mortgage rate that may no longer fit their situation, introducing them to a trusted professional can create immediate value.

Second, these conversations naturally create referral opportunities for my PowerCore partners. Because I understand my clients’ financial lives, future plans, and major life transitions, I can often identify needs before the client even realizes they need help.

The system is simple: stay curious, ask better questions, understand the whole picture, and listen for opportunities where another trusted professional can improve my client’s situation. When you consistently focus on helping people, referrals become a natural byproduct of the process.

I do something called a table touch in my store that means that I go around to the tables and speak to the customers. We have alot of repeat bussiness and I am able to get to know more about them . Listen to what they say  and that is how I am able to refer them to powercore members.

I have on average 20 conversations a day with customers. One thing I always tell them  is that I have a very strong network of trusted local professionals. Whether you need a Realtor, insurance agent, attorney, financial planner, contractor, CPA, roofer, plumber, or any other service provider, don't hesitate to reach out. If I don't know the answer, I probably know the right person who does.

My "system" is asking questions 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 believe 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.  

I have expanded my initial client intake questionnaire to include targeted questions designed to identify areas where a client may need additional support beyond the scope of our engagement. By taking the time to understand their broader business and personal objectives, I am able to connect them with trusted professionals within my network who specialize in those specific areas.

This proactive approach allows me to provide added value, strengthen client relationships, and ensure they have access to the right expertise to help them achieve their goals. Rather than simply addressing the immediate transaction, I strive to serve as a long-term resource and trusted advisor.

My system is to actively listen for opportunities to help people solve problems, even when those problems aren't ones we solve ourselves. During conversations with customers, I ask questions and pay attention to home, business, financial, and personal needs that may come up. If we aren't the right fit, I can often connect them with someone who is.

We also make our network known through our marketing. Many customers may not need soft washing today, but they often need other trusted service providers. We maintain a list of vetted and verified referral partners across home services, financial services, professional services, and legal services. By consistently providing value and making quality introductions, we create referral conversations naturally and strengthen relationships with both our customers and referral partners.

My CRM creates a task after every PowerBrew for me to spend time to find a referral for each person within 4-6 weeks of us meeting.

As the owner of a mobile detailing business, I spend a lot of time talking with clients in their driveways while I work. I've found that some of the best referral opportunities come from simply being curious and listening.

My system is built around three things:

1. Relationship-Based Conversations – I intentionally ask clients about their work, recent home projects, family, and businesses. This not only assists me in knowing my client better, but also helps me identify opportunities to connect them with trusted PowerCore members.
2. Knowing my team – I review our team roster regularly so the services stay top of mind. When a client mentions needing a contractor, insurance agent, mortgage professional, attorney, or other service, I can make a recommendation immediately rather than saying, "I know someone... I'll have to look them up."
3. Social Media Listening – I pay attention to neighborhood Facebook groups and community pages where people are actively asking for recommendations. Obviously, I'm looking for opportunities for my business while keeping an ear and eye out for other PowerCore member opportunities.

I don't have a system beyond talking with people and getting to know them. I want to be their guy for guys, the referral man. That and getting peeks into their world. PC has been helping with some of the referral trigger because you get a chance to hear other words and viewpoints.

My system is simple because I'm almost always face-to-face with the customer when they're dealing with an emergency situation in their home. People are stressed in those moments, and they trust whoever shows up to take care of them. That's when I build relationships.

When I'm on site, I pay attention to my surroundings and ask normal questions about what else is going on with their property. There's a high chance the customer has other needs beyond what I'm there for. So my system is to listen for those needs and connect them to someone in my PowerCore group. When a customer mentions something, I make the introduction right there.

It feels natural because I'm already the trusted person on site, and they're glad to get a good referral when they need it most.