Referrals have a way of bringing us back to the same place, but with new eyes. Three decades into this work, I am right back at the beginning, only at a different level and with a deeper understanding of what ideal client acquisition does to leaders and their firms.

At the center of all of it is a simple truth: when you build your firm around ideal clients, and you pursue introductions to those ideal clients with intention, you change. Your people change. Your firm changes. But not by accident. By becoming the kind of person who deserves to be introduced.

Life blew up when my son was born extremely premature at 24 weeks and 1lb 7oz. Robert had several challenging surgeries and an extensive stay in the NICU. After all that, he was then diagnosed with profound autism and medical complications.

That season was dark. Long. Costly. It nearly broke us. But we pulled through. By the grace of God and with persistence that sometimes ran on fumes.

That period shaped me in ways no business book ever could. It also burned something permanent into my methodology: If your referral network is not built on compassion, you will lose it the moment adversity hits.

People ignore that reality, but it is always there.

If you’re interested in taking your business a step further, or reading the rest of my story, head over to my Substack to read the full article and subscribe to Can I Borrow Your Car.