Part 5. Magnetize referrals.

One of the best ways to keep people’s mind on you is to thank them for a referral—even if the referral ends up not buying your product or service. That’s how you magnetize business. You immediately reward the referring person no matter what happens. This is called “random reinforcement.”

When you reinforce people’s behavior, they will continue that behavior. Every time someone sends you the name and phone number of a potential customer, you should send them a thank you note to reinforce that behavior. The note can say something like: “Thank you for your kind referral of Scott Colby. I look forward to taking great care of his financing options, and I will follow up with you as we progress.”

Now they know that you got the referral, they feel good that they gave you a referral, and they want that feeling again. They’re going to want to send you more referrals, and your business will multiply.