Host Michael Fanning talks with.

Stacey Brown Randall - Three-time entrepreneur, award-winning author, and referral expert who teaches business owners how to generate referrals naturally without manipulating, incentivizing, or asking. Her clients see dramatic increases in referrals, sometimes up to 350%. Mother of three, avid Red Sox fan (married to a Yankees fan!), and host of the "Roadmap to Referrals" podcast.

[0:00-5:00] Introduction & Background

• ​Guest credentials and personal background
• ​Overview of referral expertise and results

[5:00-12:00] Biggest Misconceptions About Referrals

• ​Difference between referrals and repeat clients
• ​The "three cast of characters" in true referrals
• ​Why most agents mislabel their business as "referral-based"

[12:00-18:00] Quality vs. Quantity Strategy

• ​Why to focus on quantity first, then quality
• ​Avoiding the trap of "training" referral sources
• ​Pattern recognition in referral quality issues

[18:00-25:00] Most Overlooked Referral Strategy

• ​Low-hanging fruit: people who've already referred you
• ​Why existing referral sources are easier to cultivate
• ​The power of your "referral source" list

[25:00-35:00] The Science Behind Natural Referrals

• ​Four pillars: psychology of trust, brain chemistry, social networks, behavioral economics
• ​Why asking creates an "ick factor" and commoditizes relationships
• ​How people want referrals to be "their idea"

[35:00-42:00] Practical Language & Referral Seeds

• ​"Thank by Name" script example
• ​Hot zones in client experience
• ​Leading vs. asking - the coaching scenario example

[42:00-48:00] Overcoming Psychological Barriers

• ​Addressing the "I don't want to be pushy" mindset
• ​When uncomfortable feelings signal you're doing it wrong
• ​Customizing approaches for different comfort levels

[48:00-End] Resources & Wrap-up

• ​Book recommendations and new release information
• ​Podcast details and contact information

1. ​True Referrals Have Three People: You (solution provider), prospect (potential client), and referral source (the connector)
2. ​Focus on Existing Referral Sources: Your easiest path to more referrals comes from people who've already referred you
3. ​"Thank by Name" Script: "Thank you for referring [specific name] to me. It's an honor to help the people you know and care about."
4. ​Lead, Don't Ask: Guide conversations so prospects naturally arrive at the idea to refer rather than directly asking
5. ​Hot Zones Matter: Identify patterns in when clients typically refer you and strategically plant referral seeds in those moments
6. ​Science-Based Approach: Use psychology, brain chemistry, social networks, and behavioral economics instead of manipulation

Books:

• ​"Generating Business Referrals Without Asking" (current)
• ​"The Referable Client Experience" (releasing October 2025)

Podcast: "Roadmap to Referrals" - New episodes every Tuesday (370+ episodes)Available on all podcast platforms and YouTube

Website & Contact: https://staceybrownrandall.com/

Michael Fanning - Windermere CoachingEmail: [email protected]

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