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If you’ve been following my content or tuning into my podcast, you know I don’t believe in shortcuts. But I do believe in more efficient ways to achieve results. When it comes to referrals, there’s a proven way to build momentum quickly — and it starts with the basics.
Here’s how you can get results fast from a referral system, inspired by the "Can I Borrow Your Car" methodology:
Step 1: Define Your Ideal Client
Your ideal client is the foundation of your referral success. These are the people who:
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Are a pleasure to work with.
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Have high referral potential (current or future).
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Derive significant value from your product or service (and are profitable).
When clients experience tremendous value, they naturally become more confident in referring others.
Step 2: Answer the 3 Key Questions
To build trust and credibility, you need to answer these questions clearly and consistently:
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Why should I meet with you?
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Why should I buy from you?
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Why should I refer you?
These answers should be woven into your interactions, marketing, and service delivery.
Step 3: Install the "I Love Referrals" Macro System
The fastest way to create a predictable referral system is by making giving a part of your client communication. Use this script in your client conversations:
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"I love referrals. What I love most about referrals is giving them."
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Then ask: "How can I help you? Who can I introduce you to?"
This approach builds trust and reciprocity while positioning you as someone who adds value beyond what you're paid for.
Step 4: Build a Referral Culture
Make referrals part of your daily routine:
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Use the "I love referrals" script in every client meeting.
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Create a culture of giving within your organization and network.
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Over time, this mindset will spread across your relationships, leading to consistent referrals.
Step 5: Systematize & Measure Success
A referral system isn’t about luck — it’s about repeatable processes. Organize your efforts so you can measure outcomes, adjust as needed, and reduce mistakes along the way.
The Bottom Line
Fast results come from combining intentional direction with fewer mistakes. When you focus on giving first, defining your ideal client, and creating a system that works for you, referrals will flow predictably and consistently.
You’re worth it! Start giving today, knowing that what you give will come back to you tenfold.
Let me know how I can help — because, after all, I love referrals!
Related: Beyond Word-of-Mouth: The Game-Changing Referral System That's Transforming Advisory Practices