Get More Referrals Now

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Get More Referrals Now

Episode Summary

Referrals are the lifeblood of any business.  Nobody receives as many referrals as they should.

This episode of Valtimax Radio is a step-by-step guide to maximizing your referrals regardless of your business or professional practice.

If you like to have clients come to you, pre-screened, pre-sold with money in hand, you need to listen to this podcast today.


Get More Referrals Now

Referrals are the lifeblood of any business. Your past clients, patients or customers are dying to refer business to you. The centers of influence in your community want to fill your waiting room or fill your coffers with money from people they know and people they want you to know. The folks who are in your industry would love to send more clients your way. But you’re not thinking about them now and you don’t know how to get them to do it. Today we’ll help you understand exactly what makes a great referral and we’ll help you teach your past clients, patients and customers teach the centers of influence in your community and teach the other people in your industry how to refer you. You want more referrals? Listen up because the Valtimax podcast starts right now.

Welcome to another edition of the Valtimax podcast. I am Dave Lorenzo and today we are talking about how you can get more referrals to double, triple or quadruple the referrals you get in your business or professional practice. That’s right, we’re going to talk about how you can double, triple or even quadruple the amount of referrals you get each and every single day, week, month, year. This is what we affectionately call the million- dollar podcast because you can take the strategies that we talk about today and use them in your professional practice, in your business, to make a million dollars and that’s no exaggeration. These strategies are that powerful.

But before we get into it, I want to remind you to subscribe to the Valtimax podcast on iTunes. What you need to do is you need to open up iTunes in your computer. In the search bar type in “Valtimax” and click on subscribe. If you’re on your iPhone and iPad or an iPod, you download the app. Download the podcast app and type in “Valtimax”. A little window will pop up and say “Do you want to subscribe?” You say okay and you will get the updates every single Monday morning. They will be automatically downloaded into your device.

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This is the million-dollar podcast. This is the podcast that can help you double, triple or quadruple your referrals. We’re going to talk about, first and foremost, the three places referrals come from. Everybody’s out there looking for referrals. They’re the holy grail of marketing. A referral comes to you, that person is already pre-sold because somebody has done the job of telling them how great you are. But there are three primary places where you will get 90% of your referrals. Documented. Three places where 90% of your referrals come from.

The first place is a client, patient or a former client or a former patient. A former customer, an existing customer. People who have done business with you. That’s the number one place where referrals come from. They come because you’ve provided them with a fantastic experience, fantastic product or service, fantastic results. People are

absolutely delighted. Happy customers are customers who refer to you. Happy clients are clients who refer to you. Delighted patients are the people who refer to you. They have to have a fantastic experience. That’s the number one place referrals come from.

The second place referrals come from is what I like to call centers of influence in the community; people who are leaders in your community. It doesn’t have to be a local community, although that’s a great place for referrals to develop. It can also be people who are centers of influence in your industry or people who are centers of influence in the area which you live and work. Those folks will refer business to you because they know you, like you and trust you. So the pastor of your local church, your local rabbi, the person who’s the president of your rotary club, the person who’s the chamber of commerce membership development coordinator, people who are centers of influence will be another fantastic source of referrals to you.

The third area where your referrals will come from will be from other people in your industry. You heard me right, folks. If you’re a lawyer, other lawyers are going to be a great source of referrals for you. If you’re a doctor, other doctors are going to be a great source of referrals to you. If you’re any type of business owner, people who are in the same business as you, will be great referrals for you if you’re a great referral source for them. You must be a great referral source for them, as well.

Here’s the thing. You can get referrals from other people in your industry if, number one, you have some sort of a specialty. Number two, you get conflicted out of cases, you get conflicted out of matters because you’re representing someone else, or you just have a conflict and you can’t work with someone, then you have to refer to other people. We’ll talk about that when we talk about how to attract referrals from people in your industry.

Those are the three referral sources, the three places where 90% of all referrals come from. Number one, past clients. That could include patients or customers. Number two: centers of influence in the community. It could be a local geographic community or it could be a community of people in your industry. Number three, the third place where referrals come from, is other people in your industry

All right. Let’s get down to the nitty gritty. Let’s focus on where you’re going to get the most referrals from. Let’s give you some concrete strategies to develop referrals from each of these segments. First and foremost, let’s start with past clients, past patients, past people who have done business with you, past customers if you’re in a product-based business industry. How can you get business from people who have done business with you in the past? They know you, they like you, they trust you, they want to buy from you more and they also want to refer people to you.

Number one strategy, ask them, absolutely ask them. There are thrilled with your service. They’re about to leave your office. Say, “Hey, by the way, do you happen to know anybody who needs X, Y, Z type service?” An even better way to ask them is to say, “Hey, by the way, do you know somebody who’s just like you? Do you know somebody who” and describe the specific qualities of your best client to the client who’s standing

right in front of you. If you ask them, they may be able to remember people who are just like them and they may be able to refer people to you.

Now, here’s the thing. When they give you that referral and they walk away and you call up that referral and the referral comes into your office, you have got to thank them. You’ve got to write them a card and say, “Thank you very much for referring Mr. Smith to me.” What you’re doing is you’re rewarding positive behavior. Even if that referral doesn’t turn into business, you have to thank the person who sent you the referral because you’re rewarding and reinforcing positive behavior. So, number one strategy; the minute somebody pays you for the service, the minute you conclude the engagement with someone, the minute they’re ready to leave your office, you as the person who’s in charge must ask them for a referral.

Number two strategy; stay in touch on a regular basis. Stay in touch with people on a regular business and they will refer to you. One of the best ways to do this with past clients, with past customers, with past patients if you’re a doctor, is to send out monthly cards. I know what you’re thinking. You’re thinking this is crazy, “I have thousands and thousands of past patients. I’m going to send them a card every month? What am I going to say? Oh my goodness.” There are services that can do this for you. I’m an affiliate of a company called Send Out Cards. You can go to, that’s, You will be able to sign up for Send Out Cards.

What you can do is you can create your own holiday each and every single month. Create your own holiday each and every single month and send out a card to all your past patients. Sound out a card to all your past clients. Send out a card to all your past customers. Fourth of July; “Happy Fourth of July. Declare your independence from whatever you help people solve. Declare your independence from high prices on car repair. Declare your independence from back pain. Declare your independence from poor legal service. Declare your independence from whatever. Come see me, Joe Smith, at blah, blah, blah. Have a happy Independence Day.” That’s it. You send out the card to them.

All your people get the cards. Nobody else is mailing to them each and every single month. Every month you do this and without fail, the phone will ring with dozens and dozens and dozens of referrals. I mentioned Fourth of July. You can send out cards in February for Groundhogs Day, in March for Saint Patrick’s Day, in April for spring, in May for Memorial Day, in June for Flag Day, in July for July Fourth Independence Day, August is the dog days of summer, September is back to school, October is Columbus Day and Halloween, November is Thanksgiving and December are the holidays: Christmas holidays, Jewish holidays, Kwanzaa. In January you have the new year. February is Valentine’s Day and March is the Ides of March once again or St. Patrick’s Day. February, by the way, is also Groundhogs Day. I just gave you twelve months of ideas right there. Start sending out these cards right now. People will remember you and they will refer to you as a result. The card strategy works. Please, do it today.

Also, your monthly newsletter. Mention referrals, people who have referred to you in the past, in your monthly newsletter. Recognize them. Reward positive behavior. Appreciation events; invite past clients back. Have an event in the summer. Have a cookout in your parking lot. Throw up a big tent and invite clowns and jugglers. Get a bounce house for the kids. Invite past clients back. Show them your appreciation and they will bring friends and they will refer people to you.

Do bounce back offers. When somebody buys something from you, when somebody comes into your office for a service, offer them the opportunity, and we do this all the time with lawyers, offer them the opportunity to bring a friend for a free consultation. Normally I charge $500 but if your friend wants a free real estate consultation, if you refer them and they mention your name, they’ll get it for free the next time they come in.

Come along opportunities: what we do often is when we have someone who offers a service that everyone can use, for example, a massage therapist, the next time you come back you can bring someone and your massage is half off. Next time you come back and you bring someone, they pay pull price and you get it for free. That’s a come along offer. You get two people in your office. You get somebody to experience your service who’s brand new and they pay. The person who brings them is free. It’s a phenomenal way to get new clients in the door. That’s how you can leverage past clients, past customers and patients.

Now let’s talk about how you can leverage centers of influence in the community. The best strategy for levering centers of influence in the community is to go to someone who runs an organization and say, “Hey, I want to do an educational program based on” whatever it is that you’re good at and offer them your educational program for free. It could be a two or three session program, it could be a one session program. You can educate people who are in this person’s community for free.

Go to the head of your synagogue and say, “I want to educate teens on safe driving” and you’re a lawyer who specializes in traffic infractions. You go to the leader of a community center and you say to the leader of the community center, “I want to educate people on proper parenting” and you’re a psychotherapist. You go to your church leader and you say, “I want to educate people on how to fill in your taxes yourself”. If you do this in January or February and get people to come in and you’re a CPA, you get people to come into the church and you show them how to fill out the forms.

Folks, let me tell you, there is nothing more powerful than doing an educational event to stimulate referrals. Your pastor, your rabbi, the person who runs your house of worship will promote you like crazy because you’re giving free education to members of the congregation. You can do this. You can use this strategy with anybody who heads up a local organization. You can do it with your rabbi, you can do it with a youth center leader, you can do it with the head of the local rotary. You can do it in a number of areas.

Another way to get more and more referrals from a center of influence in your local community is to volunteer and work in their organization. Pick the biggest and most

influential organization in town and volunteer to help them out. Volunteer to use your specialty to help them out. If you’re a lawyer, volunteer to be their general council. If you’re an accountant, volunteer to be their bookkeeper or volunteer to be their treasurer. If you are a public relations professional, volunteer to do their PR for them. If you have none of those areas of specialty, let’s say you’re an auto mechanic, just volunteer to get in there and be active in the organization. By volunteering, you stay in front of them on a regular basis. They see that you’re a great person and they’re willing to help and refer you.

All right. Let’s get to our third group, our third group where most referrals come from. These are people who are in your industry. If you’re a doctor, they’re another doctor. If you’re a lawyer, they’re another lawyer. If you’re a CPA, they’re another CPA. The number one way to get referrals from people in your industry is to pass referrals to them. Focus on passing referrals to them when you cannot service a particular client for whatever reason.

Now, this is extremely powerful when your referrals come from city or state. In south Florida, for example, they get a lot of referrals from New York. Doctors from New York get referrals from south Florida. Doctors in south Florida get referrals from doctors in New York because people live half the year in each place. Same thing with lawyers. Same thing with accountants. Look for feeder cities, first and foremost. If there’s a sister city to your city and there’s somebody in that industry who has people in both areas, you can refer back and forth.

The second thing to think about is a specialty. If you’re somebody who has a specialty, and this happens in the medical field all the time, you’re a doctor and you have a particular specialty and you want to get referrals from other professionals, the best thing for you to do is do a marketing campaign to the other professionals so they’ll refer the patients to you. Make sure they know who you are, why you have this specialty, what you do, what makes you different and you will get a phenomenal amount of referrals. That’s the real key, folks. You have to treat people in your industry just like you would treat past clients, past patients and past customers. Focus on your specialty and market to other people in your industry who will refer business to you.

Now, I have to tell you that the best way to get referrals is to provide reciprocal referrals. If people are sending you business, you turn around and send them business back when you get business that’s in their specialty that you can send to them. If you take everybody for what you do and people are going to send referrals to you, you might want to consider some time of a financial arrangement if it’s permissible in your industry. I’m not a big fan of referral fees except when it’s completely and totally legal, moral and ethical and when it’s disclosed completely to the customer, client or patient. So if it’s legal, moral and ethical and you want to pay somebody to refer business to you and you disclose it to your client or patient, absolutely fine for you to do that. Go ahead and do so.

All right. Those are the ways that I think fit into this podcast. I only had a brief amount of time but there are hundreds and hundreds and hundreds of ways to stimulate referrals,

Focus today on past clients, patients and customers, on centers of influence in your community and on other people in your profession, other people in your industry. Really focus in on marketing and you will be amazed at how your referrals take off.

That’ll do it for this week’s episode of the Valtimax podcast. My name is Dave Lorenzo and I’d like your feedback and comments on this week’s episode. You can call me at 888- 692-5531 or email me at [email protected] Here’s hoping you make a great living and live a great life®.

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Valtimax Podcast Episode 17: Get More Referrals Now

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