Referrals Without Asking-with Stacey Brown Randall-EP55

During this episode of the Lab Coat Agents Podcast, host Jeff Pfitzer speaks with Stacey Brown Randall, an author and host of Roadmap to Grow Your Business podcast. They discuss how to generate more referrals without asking. Stacey’s advice emphasizes the importance of cultivating authentic relationships and getting rid of referral gimmicks that no longer work.  Episode Highlights:  Stacey describes her background. She comes from a family of entrepreneurs. We learn about Stacey’s earlier business ventures. Stacey defines a referral. The first thing a referral has is a personal connection. You are being connected to a prospect by someone else. The second thing is that the referral has always identified a need. There are three characters in the referral triangle. There's you as a solution provider. Then there's the referral source that knows, likes, and trusts you. Most people are going to refer you in an email. In an introduction, the identified need is often missing Understanding the difference between a referral, word of mouth buzz, an introduction, and a warm lead is key. Stacey suggests thinking about referrals as a long game. There are three referral sources: clients, sphere of influence, and friends & family. The bulk of your referrals that come from friends and family will come early on.  Stacey discusses how seasoned agents receive referrals from their past clients and their sphere of influence. New agents receive referrals from friends and family. Maintaining an authentic relationship is key. Identify who should be referring to you. Then start the process of developing the relationship with them. Understand how to plant referral seeds. Learn how to have casual conversations about referrals and how they build business without asking for a referral specifically. Stacey is against the idea that you should be asking people directly for referrals. Referrals shouldn't just be slammed into prospecting or marketing. People make seeking referrals too gimmicky. Create a year-long referral plan for how you're going to be memorable and meaningful and stay top of mind with your referral sources. Give your referral sources a memorable experience. It's not about the quantity of touches, it's about the quality. Stacey suggests not putting your logo on gifts to your referral sources. Remember that hundreds of success stories have come before you. You just have to decide if this is for you. 3 Key Points: Referrals only come from relationships. Focus on maintaining meaningful connections with your referral sources. Reconsider asking for referrals directly.   Create a referral plan that focuses on relationships with referral sources. Resources Mentioned: LCA Marketing Center: LCAmarketingcenter.com Lab Coat Agents: LabCoatAgents.com Stacey Brown Randall website, Facebook, Twitter, LinkedIn, YouTube Generating Business Referrals Without Asking (book) Roadmap to Grow Your Business (podcast) Referral Quiz Referrals Without Asking (Facebook group) Connect with Lab Coat Agents: Lab Coat Agents on Facebook Lab Coat Agents on Twitter Lab Coat Agents on Instagram Lab Coat Agents Facebook Group