Fearless Referrals: Boost Your Confidence, Break Down Doors, and Build a Powerful Client List

CHAPTER 1THE FEARLESS REFERRAL FUNDAMENTALS

We are about to enter the age of word-of-mouth … even in this age of mass communication and multi-million dollar advertising campaigns, [it] is still the most important form of human communication.

—Malcolm Gladwell, The Tipping Point

5–15–50–80

How exactly do I define a referral?

Referral. A referral is when your referral source (Person A) recommends you to Person B because Person A is really pleased with the work you have done.

In other words, you are being recommended for all the right reasons because you have done a good job. There is nothing cheesy or borderline manipulative going on.

NOT ALL REFERRALS ARE CREATED EQUAL

One fact we have to acknowledge right away is that the quality of referrals ...