Building Trust for Effective Referrals
Every real business can be pressure-tested by three questions. One, why should a prospect meet you? Two, why should a prospect choose to buy from you? Three, why should a…
You Can Wreck a Referral Without Ever Touching the Steering Wheel: Understanding Multi-Generational Referrals When You Are Given One
One of the things that came up recently in my private client coaching work was painfully insightful: People still don’t understand the depth of what I am trying to communicate…
The #1 Reason You Aren’t Getting Enough Referrals: The Way You Use Time
Most owners of professional services firms will say referrals are their best source of business. They’re right. Referral clients convert faster, stay longer, generate more lifetime value, and are generally…
Gratitude and Reflection: A Thanksgiving Message
Thanksgiving always sneaks up on me. Every year, I tell myself I’m not going to write the typical holiday newsletter, and every year I end up writing one anyway. I…
Authenticity in Faith and Public Discourse
How long are you going to fake it? And do you really think it’s working? I don’t think I’m all that different from most people on social media, torn between…
The Difference Between a Referral Partner and an Evangelist
In my Can I Borrow Your Car methodology, we explore the trust and responsibility behind every referral. When you lend someone your car, you aren’t just giving them transportation—you’re putting…
Authenticity, Vulnerability, and Why Referrals Win In The Age of AI
“Storytelling is a universal language, and its oral tradition is an incredible — but ancient — form of communication. It’s also still wildly effective today.” I was honored to be…