In Episode 69, Trinity and Mike talk about working by referrals.  Trinity is a master at this and talks about the difference word of mouth and working by referral.  The difference is when you work by referral,  you and your staff actually ask for the referral.

Trinity's four points about working by referral.

1) Take care of your clients.  The little things like small gifts and handwritten cards make a difference.

2) Your staff must understand what good client service is like and then ask for the referral.

3) You must have a consistent process to take care of your clients.

4) Your referral process must be solid.