Secrets of the Referral Multiplier | How to Get More Referrals Than Ever | 775

"If you pass half-hearted referrals, you’ll get half-hearted referrals in return." - Dave Lorenzo

What You’ll Discover Today:
  • Why great work isn’t enough to earn referrals
  • How to condition your clients to expect referral requests
  • The secret scripts that make asking for referrals easy
  • Why follow-up is the magic multiplier for referrals
  • How to build a referral ecosystem that grows itself
Key Topics Discussed:
  • The 5 Reasons You’re Not Getting Referrals
    • People don’t know you want them
    • They don’t know who or how to refer
    • They don’t know why they should
    • And most importantly—they forget
  • Scripts That Work
    • The “Thank You” script for all email footers
    • “Can I ask you for a favor?”—the soft open that trains clients to refer
    • The Gratitude Script: “You’re welcome. I know you’d do the same for me.” (And then… silence)
  • When to Ask
    • At engagement
    • At midpoint (especially when sharing good news)
    • At close of the relationship
    • During consistent follow-up
  • Referral Research
    • Build an avatar of your best client
    • Know where they go, who they know, and what they read
    • Use memory joggers to uncover referral opportunities hidden in small talk
  • Give to Get
    • Refer first. Show people how you make introductions.
    • Always ask both parties before making a connection
    • Teach others how to refer you by modeling thorough, thoughtful introductions
  • The Follow-Up Formula
    • Thank them—every time
    • Give a gift (not a bribe—a reinforcement)
    • Add them to your ongoing communications
    • Quarterly FaceTime with your top 10–20%
Links and Resources:
Call to Action:
Start conditioning your clients to refer you today. Pick one client, use the "Can I ask you a favor?" script, and test it. Then build your memory jogger and start listening closely—referrals are hiding in every conversation.
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