RV (00:04): Let’s talk about how to generate massive, warm inbound referrals In your business. And we’re not gonna talk about it. I’m gonna teach you exactly how to do this, and I’m telling you, I’m gonna, I’m gonna tell You the secret of what I personally do that RV (00:29): Floods our Business regularly in a recurring fashion with massive warm referrals. And I can teach this to you in one sentence, and then I’m gonna share with You four Reasons for why you should do this beyond just getting warm, massive, warm referrals, even though that’s what we’re talking about here. Okay? So How do you do this? How do you generate Massive warm referrals inside of your business? It is simple. If you want to get RV (01:06): Referrals, you need to give referrals. That’s it. If you want to get referrals, you need to give referrals. You need to become an expert at giving referrals. You need to have great systems for giving referrals. You need to develop a heart for giving referrals. You need to develop a faith for giving referrals. If you want referrals, you have to become a master at giving referrals. And if you become a master at giving referrals, I promise, I promise you’ll get referrals in return. . And like, this is so simple, and so many people suck at this. So many people don’t do this. So many people do this wrong. So many people think, okay, God’s like the key to, you know, getting referrals is to be great at what you do. Well, that’s, that’s part of it. The key to, you know, getting referrals is to ask. Yeah, that’s an important part of it. But, but the real key, the real secret, the, the, the real magic formula, hidden potion to getting a lot of referrals is to give a lot of referrals. And if you can learn to do this, you will never have, like, you’ll have more leads than you can ever have time to follow up with. You’ll have to build a team to, to, to keep up with all RV (02:38): Of the leads that come into your business, mostly because you’ll be working all the warm leads and all of the normal leads that come in. It’s like you gotta have somebody to help you RV (02:45): Work, work Through those. And that’s like a big part of what becomes your team. RV (02:50): So that’s the Secret in one sentence. I’ve done this again and again. I’ve watched AJ do it again and again, I’ve seen the clients that do this in, in their life again and again. There’s, there’s people in my life that I, I am the recipient of, right? I, there, there’s a couple people here. I’ll, I’ll, I’ll give a couple shout outs. One, I will say Randy Garn is a, is a human that just focuses on giving referrals. And he seems to have, you know, no lack of referrals coming to him, and no lack of business coming to him. John Ruland is a, is a person in my life who loves to give referrals, and he seems to have no lack of influence and, and referrals and relationships coming to him. It is there, there, there’s so many others. There are so many others. We have so many clients, so many friends who have so generously give referrals to BBG. RV (03:41): And they get, you know, they, they are, they’re people. I look in their life and I go, yeah, sometimes. And here’s the thing you gotta know, is that when you give referrals, sometimes you get referrals back from that person, but sometimes the referrals you get are not back from that person. They come from somebody else. But it’s, it’s creating this abundance mentality, this abundance mindset, this abundance energy, this faith mindset, this faith mentality, this, this, this, this faith mindset that pours back into you. And you have to do this. And you go, man, if I really want to get good at getting referrals, you might need to flip a switch in your brain and go, why am I not getting more referrals? Right? Like, why am I not getting more referrals? If that’s you, like, if you look at your business and you go, I don’t think I really get that many referrals. RV (04:37): I’m certainly not flooded with a massive number of warm referrals. And you go, then I would ask you to say the second question. How good are you at giving referrals? Because I’ve never met someone who is great at giving referrals, who doesn’t also sooner or later, eventually over time, have a flood of warm bound of, of warm inbound referrals. So you might be thinking about it wrong, right? You might be going, oh, I, I need to have better product or a more sharper system, or a, you know, something in terms of like, why don’t I get more referrals? Or you might think, oh, my clients don’t refer people. Of course they do. Everyone refers people like, we refer people that we like, and we, most of us prefer not. Most of us, all of us prefer to do business with people we know. We prefer to, to buy and sell and transact with people that we trust. RV (05:31): And that happens through shared relationships. So what I wanna talk about is four reasons why. Beyond just getting more referrals per se. I wanna talk about four reasons why you should become a great giver of referrals for reasons why. Okay, first one, again, you probably overlooked this. Most people that I have this conversation with overlook this point. And yet this is a key point of getting referrals. And it’s a key reason to give referrals. One of the most amazing, beautiful byproducts of giving referrals is that you keep in touch with your past clients. You keep in touch with your past clients. When we say give refers referrals, who are you going to refer? You’re, you’re, you’re probably going to refer other vendors that can serve the people that you know, like, and trust. And if it’s inside your business, the people that you know, like and trust are the people you’re transacting with. RV (06:39): It’s your clients and going, who can I introduce to my clients? That’s the mindset here is to go, okay, I have all these clients. A worthy referral from you is to someone who is, you know, a legitimate person, a legitimate buyer. Maybe they’re, maybe they’re a legitimate vendor. And you go, I need to think about who can I introduce to my clients and who can I introduce my clients to? What’s amazing about that, and this is the number one reason beyond just getting referrals about why you should become a great giver of referrals, is that keeps you in touch with all of your past clients. Like, the reason why I book so many people on podcasts and, you know, social media like lives and stages, you know, speakers and stuff, is not ’cause I’m in the business of that. I’m not in the business of that. RV (07:32): We don’t get paid to do that. What the reason that I do that is because it keeps me in touch with past clients. I’m going, oh, you need to meet this person and you need to meet this person. Well, when I am constantly thinking about who can I introduce to my clients that would be helpful for my clients, whether it’s another vendor to them or if it is potentially introducing them as a vendor to somebody else, either way it keeps me in touch with my past clients. That is why you should do this. The second reason why you should give referrals and become a master at giving referrals is because it builds reciprocity. You may have heard this, that it’s called the Law of reciprocity, and I would argue emphatically that it is in fact the law of reciprocity. It is not the theory of reciprocity. RV (08:29): If you give and support and help other people, it’s not that you might have other people give and support and help you back in return. It is a law. This, it is guaranteed to happen sometimes. It doesn’t always happen from the person you’re giving to, but it always happens. And often it does happen from the person you’re giving to. Almost always it happens, although it may not be in the same form, right? It’s like, I might give a business referral and they might, they might help me, you know, move my furniture when I move my house or something like that. So it’s not always the same currency, but it is always this balance of relationship equity that, that, that, that holds and maintains. It’s it, and it is a, it is a law. So you want to learn to proactively tip this scale in your favor. RV (09:26): Now this Bible verse, I’m gonna share with you a Bible verse. Okay? This, this is a, a this is a, a Bible verse about tithing. Okay? So this is specifically about tithing, but it, it nails the attitude and the mindset here of reciprocity. So this Bible verse is Malachi three 10, I think. Make sure that I send that right? Yep. Malachi three 10. This is one of my favorite Bible verses. Okay? So this is from the Old Testament, and here’s what it says. Bring the whole tithe into the storehouse that there may be food in my house. Test me in this, says the Lord Almighty, and see if I will not throw open the floodgates of heaven and pour out so much blessing that there will not be room enough to store it. The God of the universe is saying, test me in this. RV (10:26): Now he’s specifically talking about tithing to him and saying, trust me with your money, trust me with your resources. That’s the tithe. The first 10th percent, which is what tithe means. It’s a 10th, right? The first 10th is give it back to the Lord and test me In this. There’s not very many things you know, the Lord says, test me in this. In fact, I can’t think of anything else where there’s a few things where I say, you know, do not test the Lord, but in this one, the Lord is saying, test me in this and see if I will not throw open the floodgates of heaven and pour out so much blessing. Now, this is true about giving in general, which is why I’m using this. Now, if you’re giving to another person, that person may not throw out the floodgates of heaven on you. RV (11:11): They may not have the ability to, that they may not do that, but God will. You can’t outgive God. You can’t outgive the universe. It’s, it’s a law of, of nature. And, and the God of the universe who created the universe is saying just in giving money to him, saying, trust me as a, if you become a giver first, then I promise you’ll receive much more than your fair portion. And it, it, it is a measure of faith. And that’s one of the reasons why to do this is it, is it builds reciprocity, but specifically it strengthens your faith. When you are giving anything, you are learning to say you’re learning grace. Grace means giving without expectation of receipt, but it is giving. It is giving and trusting that it somehow some way will come back to you. That is a measure of faith. RV (12:09): And if you can learn to do that with humans, men and women, if you can learn to do that with humans there, it will also then help you develop that relationship with the Lord. And if you can do that with the Lord, it will also help you learn and develop that relationship with humans. Now, humans are not perfectly just like the Lord is, but I think the Lord often fills those gaps and go, well, I’ve been given to so and so and I was taking care of them, and they didn’t really give me anything back, and maybe they couldn’t give anything back, but it shows up somehow. And, and it is, again, it’s the law of reciprocity. Third reason why I want you to become focused on being a master giver is it forces you to become systematic. A huge part of growing a business. RV (12:55): Look, in, in, in my second book, procrastinating On Purpose, I said, no business can outgrow the strength of its systems. And I firmly believe that to be true today, as much as when I wrote it almost 10 years ago. Like, no business will ever outgrow the strength of its systems. A business is nothing other really than a product, a set of people and a set of processes or systems, right? It’s the three Ps. So you have to create great processes. Anything that forces you to create great processes is likely to force you to create a great business and in order to be a great giver, right? A a decent giver is someone who occasionally thinks of like, oh yeah, hey, I have a friend you should meet. But a great giver. A master giver develops systems like to systematically, proactively go, who can I introduce this person to? RV (13:49): Who can I introduce this person to? Inside of our members or in our, in our membership portal. For those of you who are members, if you’re a brand builders group member, you know that I have a whole training called the relationship switchboard, and I show you the actual switchboard I use. It’s just a simple sheet where I track it’s a spreadsheet where across the columns are all like, you know, the media opportunities or the speaking opportunities, and then the rows are like people who are great guests or great potential speakers for that. And all I’m doing is tracking all of those connections and relationships. And so whenever I get a new client, I am systematically thinking, and this is a private client, right? I’m talking about someone who I am working with personally, and I’m going, okay, who can I introduce this person to that would be useful for them and who they could also be useful to? RV (14:41): It’s systematic, right? Giving referrals to be a master giver requires you to be systematic, intentional, proactive, deliberate strategic. That’s what, if you become a master of this, it will force you to do that, which will also help force you to develop those skills and those character traits, which will help you in other parts of your business. And it will namely, help you with massive lead generation. So that is another reason to give referrals beyond just the fact that you’re gonna get ’em, is it’s gonna force you to be systematic. And then the fourth reason why I want you to become a master at giving referrals is because it reshapes your heart from a posture of self-centeredness to service centeredness. RV (15:35): And I believe that that is a big part of the journey of mankind. I believe that that’s a big part of the challenge of our humanity. I believe that that’s a, is is one of the big trials of our lifetime. It is one of the biggest opportunities for growth. It is one of the biggest opportunities for personal development. It is one of the biggest calls on our life as, as, as Christians or just as good people, even if you’re not a Christian, is to go, can I mature from my childish, my childish, immature self-centered nature of only thinking about myself, wanting what is best for me, looking out for me? Can I at some point mature to being service centered, looking out for the needs of others, trying to provide for those around me, trying to make the world a better place for everyone, not just for me. RV (16:25): That transformation from self-centeredness to service centeredness is one of the sources of great happiness and joy and purpose in your life. And learning to give referrals makes you a master of that. I don’t think it’s an accident. Again, to give you a Bible verse, this is an Acts chapter 20 verse 35. So this is in the New Testament. This is shortly after Jesus, you know, dies, resurrected, you know, appears, and then is ascends into heaven for the final time. Paul, in the Book of Acts, this is like all the disciples talking about what happens right after Jesus ascends into heaven and how the, the movement of Christianity begins. Paul quotes Jesus directly in Acts 20, verse 35, and he says, remembering the words, the Lord Jesus himself said, it is more blessed to give than to receive. It is more blessed to give than to receive. RV (17:21): Again, this is a posture that’s worth pursuing. This is a journey of a personal development transcendence that I think is, is, is a, is worth taking. This is a, a trial worth triumphing over is the journey from self-centeredness to service centeredness. And being a master referrals forces you to go on that journey and to, and, and it, and it helps shape your heart. It shapes the posture of your heart and your character in a way that is healthy for you, even if you never get another business referral. So there you have at four reasons why, to become a master at giving referrals, even though and above and beyond the massive number of warm referrals that you will get. If you just do these things, go find someone and serve them. Be helpful to your past clients in a way more than just selling to them. Introduce them to useful people and stay plugged in here for more great inspiration and tips to hopefully help you in your journey.