EP:047 Our Best Referral Strategies and How YOU Can Emulate Them For Your Business

I’ve got a confession to make I need to get this off my chest As a business owner, we all make mistakes I’ve gotta confess Hey guys, it’s Charlie from Confessions of a Business Owner here and I am live once again with the one and only Kim Barret How you doing Kim? – Doing super well Mr Charley sir, and yourself? – Yeah I’m doing well dude, really really good day on my side Kicking some arse and really excited to just smash out the rest of 2018 So, all guns blazing man – Love it love it, myself as well So I’m pumped with today, this is one of my favorite topics I can not wait to dive deep into this – Yeah, so today’s topic I’m excited about this one as well I should mention, but today’s topic is how to get more referrals for your business And I think this is so important for every business Like, and I’m sure everyone who listens to it will come up with at least a bit of a new idea on how they can get more But before we get into that I wanna ask you a question, cause I’m almost fascinated by this But it feels like this is just so neglected, why is referrals so neglected for so many businesses? Why do you think it is? – Well it’s interesting as well right, I think there’s like a portion of businesses that only rely on referrals and then there’s the other portion that never get referrals ‘Cause I remember when going into, like when I was younger growing up and everyone’s like, oh yeah my business grows from just word of mouth and referrals Then I started my business, and I’m like looking around going like, how come no one’s just like word of– Like where’s this word of mouth action? Like I’m getting no, like what’s going on? But then I think, I probably relied more– Like my ability to generate leads was probably better than my ability to understand even how to go about getting referrals So I think that most people, you kinda fall into one of two camps It’s like, you understand how to do it at the start And then there’s others that go, well I just do my business, I generate my leads, I get people coming in And they’re like, generating referrals, is kind of like a last thing that they even think about – Yeah, well maybe I must hang out in the other camp then But overwhelmingly it’s like, I’ll ask a business owner if they have a strategy to get more referrals or if they even ask for referrals And I would say nine out of 10 would say no It’s like accidental referrals, like if someone feels like giving them a referral they do, but they don’t really seek them out – Well unless they go to the referral groups man, they should be getting five, 10 referrals a week from you know, I’m just gonna call them INB for all intents and purposes – Ooh (laughing) He went there – Right, but I mean it’s funny ’cause when I first started as well I did go, I went to a group similar for yeah, probably a year And I was like, this is so boring to me And then they would promise me all these referrals, and I’m the only person doing digital marketing here, and I don’t have a bajillion dollars or people just sending me a ton of referrals Like, even people who are actively looking for them for me arn’t sending me referrals, referrals suck, I’m just gonna do marketing – Yeah well, I actually think that’s a big part of it I spoke to someone last week and I asked them this, and they’re response was, Facebook ads got so easy to get leads, they just decided this was the only option And you know just go with Facebook ads, it seems easier But then I kind of brought up, I’m like, but what happens when Facebook ads get more expensive, or when Facebook ads you know, arn’t the thing anymore, what’s gonna happen to your business then? And I feel like, for a business to be bulletproof or to mitigate enough risk lead gen Really you wanna have some sort of like, advertising source of leads, you wanna do Facebook ads or Google Adwords, you wanna have a paid source Might be SEO, Yellow Pages, email, whatever that is Something you pay to get customers But then, the other side of it is, you really wanna have a referral strategy in place So that every lead or sale you are making, you’re potentially turning into another customer as well, with no acquisition cost And then the third leg of this tripod, if you will, is joint-venture partners You really wanna have some of that as well And I feel like, if you’ve nailed all three of them that your business is in a really good shape where you don’t really have to worry to much about you know, what happens with you know, the next Facebook Analytica scandal, or if Google Adwords gets to expensive, you really kind of protect yourself against those things – Yeah a hundred percent And I think it’s something that I never thought about, for ages And, I’ll tell you a quick story about how, like when I kind of saw the light, when it came to referrals Because, when I was getting started in my business and I wanted to get some, like runs under my belt, I would just reach out to people and go look hey like, if you want Facebook ads or you want a funnel or you want something like this I would do it for you Like I know that you have a need, like don’t pay me anything, I’ll do it and I’ll get you guys some results And then from there, you know if you wanna work with me cool

if you don’t that’s cool as well, but I’d love to do this for you So I do work and I work quite hard and make sure that I get them a really good result And, probably 60% of the time they actually didn’t wanna keep doing anything Cause I probably did it in a foolish way where, – Burn – I kind of gave them, like gave them the result and then they were like, oh cool thanks, but you just did this for us so we don’t need it anymore cause you did it And I’m like, this was stupid, like what a silly idea But, what happened as a byproduct of that, is then everyone would start talking And they’d go, well someone else asked them, it’s like hey, how do you do this? Like oh, you know, like Kim Barrett helped us out, or Your Social Voice helped us out So, I started getting like without even knowing, a network of people referring to me, just by focusing on how I could help them Like you know, I call that the preeminent strategy, I’ll tell you another one of those stories after But I was like, well look, if I help them now, like it’s only gonna cost me my time and I didn’t have a ton of clients So I would do it and then we’ll see what comes from that And you know, if I get some, if they come on as a client, great, if they don’t, well at least I had some experience But because I did that like so often, like and time and time again Then I would just get people going like, oh yeah if you need anything, you gotta speak to Your Social Voice, Kim Barret And then it really started to bring in leads and leads, and referrals and referrals, then that I wasn’t even aware of, that was happening – It’s funny that you kinda accidentally created like a referral network, by offering free work But what an effective strategy, if that was the intention I mean, I’m sure you got down a little bit on some of that 60% no-go, but hopefully enough referrals came from it So, let me ask you this then What’s been your most successful referral strategy? What’s brought you the most referrals for your business? – Well, so I would say, actively thinking about that, right And so, by actively thinking about that and going, well as I said, start off with I screwed it up and I didn’t realize it properly However, by giving them such a good experience that enabled me, and I do this across the board, like regardless if something goes wrong, right or otherwise Like I’ve had a client where, they were another agency, they came to us, we did this work for them, it didn’t pan out as expected A lot of people, that could have just soured that whole relationship, and they been like, yeah cool, like screw you, off you go And I was like telling you before, it’s like I had to eat, you know, a bit of a tasty shit-sandwich and be like, yeah cool, I accept that, I will give you your money back And what I did then as well though, ’cause I always like to over deliver right, and I believe in the whole strategy of preeminence and doing what’s best I had two clients come to me that, especially just after refunding a guy, I was like, I could really do with this cash right now They came to me and said, “Well actually it’s not gonna be best for me.” and I was like, actually what I’m gonna do is, I’m gonna send you to the guy I spoke– This other guy who as I said, arguably could have been burned I’m gonna send you to him, send the referrals to him, he closed one of them, then he messaged me, is like man so amazing, like so happy and exited, and he sent me like a whole bunch of gifts And, not gifs with a G-I-F-S but G-I-F-T-S He didn’t just send me like a crazy panda-emoji or anything like that, right? – That would’ve been better actually – Yeah (laughing) That would’ve been much nicer But he sent me a couple gifts, and then he also sent back some clients to me when he was like, well these fall outside my scope so, I’m gonna send these to you so, it’s always enabled me to get really really good referrals coming through I remember it paid off one time, I had this call from it was actually an ASX listed company and they called me up They’re like oh, we heard about you They didn’t actually tell me who it was, and a lot of the time I never find out who the referrers are They’re like, oh yeah it’s such and such, or they’re like, several people told me about you, when I’ve been asking, like who I should work with, and everyone keeps saying Kim And I was like, okay that’s great And then it was my first big client, I think it was like $8,000 or $7,000 a month And I was like still working at home in my spare bedroom, it was just before Christmas, and I was popping party poppers and throwing stuff everywhere Because just by doing, consistently focusing on how I can deliver to the people that I work with and also, helping people where I see fit and where I can as well, enabled me to consistently have these referrals coming in, and several people referring me which is always, it just stacks the odds in my favor, and suddenly they’re like, “Everyone told me to speak to you, “so I’m speaking to you now, can you help?” And that, it just always pays off – Yeah and I think people underestimate the value of a referral quality lead In marketing it’s kind of known that a referral is a very strong lead type, and much better than lets say, from just a Facebook ad So it’s something you definitely wanna have working for your business But I just wanna break that down quickly So you’d worked with someone, it hadn’t gone well, and you decided that look, I’m just gonna refund this person It’s not the right account for us, or whatever gesture it was in You’ve refunded them and then also sent them some clients form your network or some of your own clients, and then turned them into one of your best referral partners, by creating an unbelievable experience That’s a good story man, that’s very well played

And, I think you touched on something really important there that I just see business owners doing all the time Let’s pretend something doesn’t work out with a potential client, okay? Hypothetically, someone comes in and they’re not right for your business and you refund them, in a lot of cases people let that relationship burn They just go, okay well we can’t be friends now because this didn’t work out And it’s just absolute madness, because there was obviously something there in the beginning where you got along, where you saw a potential fit And I think that people will often let one bad experience ruin what could potentially be a great client in another capacity, or could work in a different dynamic And I think you’ve done really well to reconfigure that relationship so there’s still crating something awesome and really recovering that relationship as well, which is very well played again – Well I’ve always have and we’ve had it as kind of like one of our company values as well which is, leave things better than I found them And it’s like even if, and we’ve had it happen– And I always say to everyone, because we’ve had such crazy amounts of, we talked in our last podcast about growth and things like that Sometimes things can break, and it doesn’t always work out the best for people But I always try and leave people, people in general or experiences, better than I find them And if I can do that I’m like well, surely somewhere the cosmic energy and the karma of the universe will pay off for me And it’s like sometimes as I said, it is literally like, you have to eat a shit-sandwich, or probably a nicer way would be humble-pie I’m guessing, I don’t know – We’ll go with humble-pie – Tastier, right? – We’ll go PG-rated (laughing) – Right, it’s a little bit nicer But after reading, there’s a book called, I think we spoke about it before and you read it, Extreme Ownership by Jocko Willink So after reading that it’s like, well I have to take extreme ownership for this, even if the other person at the end, doesn’t necessarily appreciate it Like in all these scenarios where I’ve had these things happen and I’ve done stuff, people could quite, and sometimes they have, the go like, “Okay cool, but I still don’t care.” Like this still didn’t pan out for them, which is cool But at least I know I’ve done everything on my side to make sure that things work out as they can And I think that’s why I still get so many people referring and talking and sharing with me and things like that – Undoubtedly, I often think of you when it comes to karma points And I think you definitely have that reputation Kim, you would have to go down as someone who’s done favors for pretty much everyone I mean one day, somethings gonna go down, and the world, or the marketing world at least will have to come and help you out, just because we all owe you for the years But it certainly shows, and I love that as a company value – And what about yourself? Cause I think as well, a lot of people, and I know I do but I think a lot of others as well, would definitely send you a ton of referrals What do you think it is that you’ve done to enable that type of view? – Yeah so, it’s quite interesting that referrals is predominantly how Outsourcing Angel gets it’s business, and also how my agency got its business as well So referrals have always been a really strong thing for me in business, I’ve always taken them very seriously And if you’re in marketing or in business in general, and I used to just think about it like this, if it’s costing you a $100 to acquire a client, so you’ve got a $100 cost per acquisition, but you can get them to refer you one client, you just halved your cost per acquisition So literally, if you can get your referrals right, you can be terrible at marketing or half as good as anyone else and you still win And I was always blown away with that concept of thinking wow, and I’m like what if they referred two people What would happen then? And funnily enough, that became a really important to come through So, I’ll go into a few things here Now the first thing that really stood out to me when I broke down how we go about referrals is, you actually have to create an experience where people would be wanting to refer you So that’s point one So, If you’re terrible at what you do and someone’s had a bad experience with you, why would they ever wanna pass that on to someone else? Referrals happen when someone’s had a good experience or been wowed and they go, “Oh my god, “you gotta check this out.” We don’t share videos we don’t like on social media, we share the videos we do like We go, “Oh my god Kim please, “you’ve gotta watch this video, check this out!” And that’s really what I took to heart So when you look at working with a client, the thing that overwhelmingly worked well for us is, particularly in the first month, provide a great experience, provide a great onboarding experience and help a client have a really good time compared to other things Now in marketing, the thing that always used to drive people nuts, and I’m not sure if this is still to this day, is communication How we used to do really well and get a lot of referrals in marketing, is simply communicate a lot Because they would always say, “Our last agency “never let us know what was going on, “we never knew what was happening in our accounts, “we never knew what they were doing.” So, we brought in things like weekly reports So we’d go, okay we’re always talking to our clients

more regularly, and that created the environment where we would get more referrals But the one I wanna share is more interesting and it’s more about Outsourcing Angel Linn Padedi went on holiday to Bali, and she went and stayed at a place called Rimba She actually stayed at two places, the first place I don’t know but I definitely know the second one, Rimba Now the first place she stayed at was, basically it was okay And she talks about this experience she had there, where it was kind of alright and the food was okay and everything like that But the second joint she stayed at, she was really overwhelmed that when she rocked up, everyone there knew their name So the staff in the facility had been trained on their photos, and their kids’ names and everything, and they were greeted by name when they were there And before they even got out of their car their bags were gone, she almost thought maybe stolen But it was already set up for their room, there was fresh cold-drinks waiting for them on entry, and the daycare for the kids was really good, and all these amazing things happened where she’s like, “I’ve had this amazing experience.” And when Linn came back she went and we introduced something in Outsourcing Angel called, the Rimba experience And Linn really came up with this idea, how can we make our clients feel, like we are the Rimba of the outsourcing game What would need to happen where we crated that for other people And we started to do things, instead of spending money on my marketing, we would spend money on our clients So, if they’d had a success in business, we would send them a gift If something was happening in their world we might send them a little Outsourcing Angel pen or lanyard or something, that was timely from there And it wasn’t always gifts, sometimes it was just like sending them a really nice card, or an email congratulating them, creating the experience where, we actually cared like Rimba cared Now undoubtedly, in the execution of the Rimba experience the referrals went nuts, and we started to spend more of our marketing budget on that type of thing, over things like Facebook ads and Google Adwords because of the quality of leads and environment it created at the company And there’s a saying I always go to, good clients refer good clients and bad clients refer bad clients So your best clients right now, in my opinion are the people that are gonna refer you your next good clients And it’s like this whole thing we preach on this show, birds of a feather flock together It’s an environmental thing, chances are if your ideal client is in your business right now, they’re hanging out with more of your ideal clients So incorporating this Rimba experience into Outsourcing Angels became something that is still what we use today, still something we do more of And for every client, wanting to create something where we wow them and have that really impactful moment, so they want to send us work – Yeah, it’s so true And something that, I remember I had this experience ages ago because when people started one of the things I realized is, as a marketing agency, yes we started doing stuff However, sometimes people are handing over four, five, six, eight-thousand dollars And, normally when you spend money you have something in return What you have is, ethereal, you get leads and things like that – You get a phone, you get a physical good – Yeah Right, you have something It’s like cool, I just spent this, and I get this However, they wouldn’t get anything apart from the work we would start doing And I always went, how could I improve that experience so that they do get– So we did, like you were saying, we ended up doing a welcome gift pack And it would be, when we first did it we just had this, a little– I remember the experience when you get an Espresso machine and you open it up, there was this magnetic thing, you open it and it had all the information in it And I kept it, even though it was my warranty or something you’d normally chuck out I was like, I’m gonna keep my Espresso little welcome thing So we created our own one of those, and then what we started adding on Of a four to five thousand, eight thousand dollar a month client, whatever it might be, we started doing our welcome gift boxes, and we did it custom I got the person, we had her hooked up with the company, they do handwritten welcome cards and I would tell them what to put in the card, and I would give them like one or two things that I knew about the person So I was like, cool health guy in fitness and does this And then she would be like, “Great, here’s my idea, “I’m gonna give him a quest bar, this, this, this” And I was like, great And she would post those off And it’s funny, again as well, probably 50% of the time people don’t acknowledge it However, they remember it And I’m not looking for them to message and be like, “Oh my god, thank you so much!” But, as long as they remember that when they first started they were like, “Aw I got this amazing gift and this happened.” and things like that, that’s what I want them to experience when they start – Absolutely, and you just nailed it It’s not how they act, it’s what they remember, it’s how they view the company I completely agree, it’s a very wise thing you’ve just said there Kim, hugely impactful – If I can just give one more point, there’s a place in the very north part of Australia,

there right at the top of Australia And they have, I can’t remember the name of it, it’s like Far Away Bay or something like that And you stay there and it’s like $3000 a night So the thing that they said is, how can we make Yes the whole experience is worth that but, we have food, we have activities and we have the accommodation So they said, how can we make each of those worth $3000 a night on their own So we did the same thing in our services If they have a conversation, how can we make sure this conversation is like a $5000 conversation for them The welcome gift-pack is reflective of a value of that sorts and stuff like that And that really made a big difference as well – That’s a great quality question, I’m just gonna throw that out there Can you imagine, just imagine every business owner, if you just took an hour off and you looked at what you charge things for And you go, I’m gonna break this down and make every single thing we include and how we do it, worth the value of this item alone If you were providing that experience for your clients, I’ll guarantee your referrals increase, how could they not That’s a brilliant way of viewing it and putting things in place So very well articulated there Kim – Thank you, thank you And so I interrupted you about to say something as well – Well I’ll tell you what, anytime you want to drop a bomb like that, you can interrupt me right away, don’t feel guilty at all I’m just trying to keep our podcast on time here But none the less, we’ll get through So, I thought we should really dig in to some actionable steps, like a little bit of a one-two-three, or a way we can look at this to help people from today, get more referrals Now I’ve come up with a couple of points, and I undoubtedly think you’re gonna have some really good ones, to come in from this But, I’m gonna start with number one I think the first thing you’ve gotta do is, actually have an experience that is worth referring So if you’re average or below at what you do, you gotta up your game, average doesn’t get referrals, below average certainly doesn’t get referrals The only time you would get referrals in that game, is if you’re the only one that has that service and they need you out of necessity And even then, that’s not a strategy I would recommend That’s part one Part two, and this is a really big one I kinda think about, is if you’re now creating this experience for people where you are doing things from there Don’t rely on them to give you the referral, actively ask for it Now this again is something alone that made a big difference at Outsourcing Angel in the way we do things is, we actually ask for referrals, we ask people for referrals in the association, our community, we ask, do you know anyone that’s suitable for this group And it’s amazing that, someone that would never give you a referral, if you ask for it will go, “Oh yeah, “I got this guy over here, I never really thought about it, “or this girl here, she’d be a great fit.” So asking for it’s really powerful How do you feel about them two Kim? – I think they’re great And, if I was to add one to that I think it is actually putting together, like you mentioned about the clients who are the right people It’s like, creating your client categories, and just from the propensity of going, these are tremendous, I want tons more of, these are great, I don’t mind it And then also going, well are there categories where they’re not our most ideal So if we do ask them for referrals, like you said we’re probably gonna get more of our not ideal So making sure you understand who the clients are that you’re working with so you can go cool, I wanna get more of this type of client, and profiling them Because it then does make, like at that INB place I mentioned They always ask you, do you know who your ideal client is? And if you don’t, if you just go, anyone who wants marketing or anyone who wants this That’s not what you want, you need to know specifically So if someone does ask you and go, cool, Charley you said you want more people in this association, great, what people specifically do you want? Well – Yeah Yeah, it’s a really good question Really good question – Oh damn, just more people please And then you’ll say, okay cool, I want someone who’s like this, this, this, this, great, I’ll go find them for you – Yeah, you actually brought up something really interesting there as well Something that I often get asked is about incentives, how do you feel about incentives around referrals? And I wanna answer this before I let you answer as well Because I don’t want my answer to conflict So, my view on this is that, we don’t offer incentives in general for referrals We might so something nice for a client, but my experience is, if you offer clients financial incentive for referrals, those referrals haven’t been as good It’s like they’re doing it for the financial gain, not because they want to So I found this really interesting thing that in a lot of cases, referrals that come because people want to refer are the best quality referrals and that’s what you should aim for from them And incentives shouldn’t be the main driver in why someone’s sending you work, otherwise it’s pretty much like an advertising campaign, and can often be more expensive – That’s so true Have you ever read the book, The Five Love Languages? – Definitely – Yeah So I like to sneak the One of my things is like actual service and not gifts I love it and then I always give gifts, ’cause that’s what I like, other people like

– I always try and find out a little bit and like investigate, and it’s always an interesting conversation Like, hey Charley what’s your– What’s your love language, if you’ve read the book? – My love language was, I’m just trying to think back to it It was definitely, you’ve stumped me on this one Kim, I’m trying to remember back to it All I know is, I remember from reading this book Me and my partner read it, and we realized we had completely opposite ones And the example in our relationship was, food was one of mine, I cook for my partner and give her food to show love But she doesn’t do that for me, she wasn’t cooking for me so I wasn’t feeling love back in the same way So it’s a really interesting thing to do as a couple But gifts is definitely high on mine as well – So and I would also say, based on what you said there, acts of service, right? – Definitely – Cause that’s what you do for her, but that’s not hers So now I know that as well, I’m like cool, Charley likes gifts and acts of service, right? So I know, Charley might send me a client, and I’m like, well actually I’m just gonna do something for Charley I’m just gonna take care of this and do something for him, or gonna send him a little sneaky gift Other people they lack quality time, so I’ll call this client randomly and spend half an hour with them doing something Or, they lack touch, so it’s like next time I see them I give them a huge big bear hug, and I’m like, thank you so much for sending me that client, oh my god – They were Bianca’s too, just by the way Just straight away, yeah And I’m not big on touch or quality time I am of course, I wanna spend time with my partner But that was so much more important to her than me So, just how valuable that book is again But keep going Kim – So it’s like I’ve, by figuring these out as well It’s like cool, I remember there was a couple, these two amazing girls they run a business called She Can, I found out what they’re love languages were throughout this event, and I think it was acts of service I think it was And so, they hadn’t got a logo yet for their new business So I message my designer and was like hey, make me five variations of this, don’t spend too much time, but make me five variations of this as a logo And then the next day I saw them, I was chatting to them and said, oh by the way check this out And I showed them, and then they were like, “Oh my god, we love you so much, that’s so amazing.” Like, because that was they’re love language, and then they always, regardless of any other experience, they always remember that I did that little thing for them And I always think about it and go cool, if they do, if people send me this, it’s like great, what is it, like if I can figure it out, like what is they’re love language if you would, how can I emphasize that for them And I don’t always necessarily incentivize Strategic-alliances and joint-ventures yes, but for referrals when that happens, I always try and do a little something that ties into that So they, it just like locks in for them that they should always do that for me – That’s a very clever way to go about it Kim, I really really like that If you got that information, incredibly powerful way to show you care about a client more, which is incredibly cool Now Kim, we’ve got one more thing I would really love to go over on this podcast You’ve talked about a Dream-100 strategy for referrals And this is almost like, what we’ve covered in this episode so far is, how to get more referrals out of your existing clients, or people that you work with from there And this is a bit of a different spin on it So, I’ll let you lead the way on this one – Yeah and this is obviously, there’s many people that have reinvigorated this strategy if you will And they’ve gone and taken it Russell Brunson has done it and things like that But Chet Holmes was the originator of this strategy And it’s like identifying the top 100 people that you would want to send you your dream clients And doing it packaged together and going after them So I’m just very blessed that probably five out of my top 10 in my Dream-100 I work directly with What I’ve gone, and just about to launch Cause I haven’t focused on this enough, and put it in place properly Is I’ve gone and found the rest of the people that I want to be in my Dream-100 to send me clients I put together a gift pack for them So what I’ve got is something articulating and explaining exactly how I foresee that we could work together in the most ideal way, and the people that I want them to send to me, exactly I’m like, I want you to send me people like this, this, this, this, and not every partner is gonna send me the same people, when I have a differentiation in my message to each one of them But then I’ve also tied in, ’cause I know a lot of them are gift receiving people from their love language So, I’ve chosen like a custom gift for every single one of them Gone cool, what do I know about them, done some research, found a little gift to go with that to reinforce that strategy, to then enable them to be able to refer me the most ideal clients that I’m looking for But I’ve also made sure going, who are they working with? Great, how can I articulate which of my product or services I want them to help me and send me referrals for, and who of their audience is most ideal for that as well – That is absolutely killer So I just wanna break this down So, Dream-100 strategy is that you make a list of your dream 100 clients So we’re revamping that, and we’re gonna say, we’re gonna have our Dream-100 referral partners We’re then putting together a gift pack, a personalized gift pack, so something specific to that person And we’re sending that over to them in a way that articulates the type of clients

that you want for your business, in this case Or hey, you can do more work together – I’m doing a video-card for them, so I’m gonna have a video-card that has my logo and is like hey, and then space for the name, I’ll write their name in And then they open it and it plays a personalized video from me being like, hey Charley you’re a boss man, I love working with you, I really wanna grow my x-program and I’m looking for this type of person so I would love if you could send me more people like that, and I’ll be willing to reward you in any way that you want possible Down below is my calendar link if you wanna book in a time where we can have a chat and see how we can make this a win-win for both of us, chat to you soon – I’m just gonna say it, Rimba – Yeah – That is so Rimba But, when I look to it Like in your average day, or my average day Like that stuff doesn’t happen to me There aint gift baskets flowing through this door Like that’s gonna really stand out, in the average business owner’s life And it’d be very hard not to take that seriously So I think that is and absolutely killer strategy Kim I think that is something that you can scale, number one, there is a little bit of your time involved but I think if you want good referral partners it’s gotta come from you This is not something you want from the team, this is something you wanna take onboard But the potential gains from getting this right are just huge Like of that Dream-100 list, lets pretend you get 10% 10 people turn into great referral partners, and someone you could potentially do joint ventures with Dude, that could be all the business you ever need – Exactly, that could be And I was doing the numbers on it the other day Let’s just say that they send you one lead, and the close rate would be close to 100% on them, good referral quality leads – Definitely If you get 10 new clients a month, coming in from 10 people every month, that’s a 100 new clients a year As you said, like really, that covers You don’t have to run any more Facebook ads at all, right? And so if you do all all these things in conjunction with, then it’s just like, things can go crazy – Ooh heres the thing, if you did that strategy and you got 100 leads but, you got everyone on those leads a great experience, and they referred you one client Bang – Boom, exponential – You just doubled your outputs So, incredibly impressive Kim, I love that spin on it This episode, we’re gonna have to wrap it up from here dude We’ve exceeded our time allocation, people will start dropping off I don’t know why you guys don’t hang around after 30 minutes, but this often when our best information comes But that’s it for this episode guys, thank you so much for tuning in to Confessions Of A Business Owner We have been talking about how to get more referrals for your business – Adios