You already know you want more referrals. You get some, but nowhere near what you should be getting.
And because you’re here, you probably suspect something’s wrong with how you’ve been thinking about this. Because being nice and doing good work gets you a few referrals—but not a lot. You’ve noticed this, right?
Here’s the thing:
Other firms with worse settlements and worse client service are getting 3x, 4x, 5x the referrals you are.
It’s not enough to be good.
You have to be good at getting referrals.
You didn’t pay $8,000 in ad spend to get them. They’re sitting right there in the social circle of everyone who knows you’re good at what you do.
No convincing. No intake dance. They’re ready to sign and ready to comply. And because they came via referral, they’re far more likely to refer others.
A referred client who refers creates a chain reaction. Advertising stops the second you stop paying. Referrals keep coming.
Let’s be honest—referrals are one of the best things happening for your firm. But you don’t get enough.
With advertising, you can always spend more. You’ve probably had to pull out the money hose just to keep the wheels turning.
Once you install the right referral system, you lighten the load. You stop living case-to-case, wondering where the next one’s coming from.
It’s like knowing that if the power goes out, you’ve got plenty of wood and a working fireplace. You’re covered no matter what.
Right here, without forking over a penny, I’m going to show you the key mistake you’ve been making.
You’ve been asking for referrals wrong.
Maybe you’ve said something like this:
“Joe, if you ever come across anybody who’s injured, make sure to give them my card.”
That’s an if-then ask. And it almost never works.
Here’s why:
If your client is referring to help YOU, it probably won’t happen. And if it does happen once, it won’t happen again.
But if your client is referring to help THEIR loved one—and they know, beneath the level of conscious thought, that they’ll receive deeply satisfying feelings of contribution and significance when they do—they’re far more likely to refer. Multiple times.
Read that again.
This is a new continent.
Watch your language when you talk about referrals. If you’re hoping clients will “pay you back” or “scratch your back,” you’ve already lost.
It’s not about payback. It’s about making sure your clients know their loved ones are entitled to the same protection you gave them. And that when they step up and help someone they care about, they’ll feel like a hero.
The difference is vast.
Once you have that one distinction in place, there are dozens of tactical things you can do to make referrals inevitable.
