The day after I recorded the referral episode for Michael Bernoff, he demonstrated the whole thing at lunch without even realizing it. Somebody asked for a restaurant, mentioned they liked sushi, and Michael instantly thought of Sushi Roku, pulled out his phone, and set up the reservation with the double royal treatment himself.

That's the position we want to own in a client's mind. Sushi comes up, one place fires, and he didn't just recommend it, he handled everything so the other person gets treated like an insider. Michael becomes the guy with the guy.

This goes back to how we're wired. Adding value to the tribe raises your status, and we're built to keep the exchange even. So the real work is programming your clients to feel like insiders with your business, and giving them the trigger words so they know exactly when and how to send someone your way. We're not training salespeople, we're training givers.

Show notes: https://deanjackson.com/podcasts/tol/003-live-referral-field-report/

I was sitting alone at Starbucks watching people talk, and it hit me that this is exactly where referrals happen. Every referral comes out of a conversation, and three things have to fire: they have to notice it's about what I do, think of me, and actually introduce me to the person.

For every call I get, there are probably five more conversations where someone thought of me but never told me about it. So the goal isn't to remind clients to talk about me, it's to instruct them on what to do the moment they hear the right conversation.

That's why we send the world's most interesting postcard every month, with a little post-it note on the back: just a quick note in case you hear someone talking about buying their first home, give me a call and I'll get you a copy of our book to give them. We're presencing the conversation before it happens.

Show notes: https://deanjackson.com/podcasts/tol/002-secret-psychology-of-referrals/

This is where it all starts, the first episode of Thinking Out Loud, recorded live from Genius Network.

Show notes: https://deanjackson.com/podcasts/tol/001-thinking-out-loud-episode-one/