In this episode of The Rainmaking Podcast, host Scott Love speaks with Mark LeBlanc, business coach, speaker, and author of Growing Your Business, about how professionals can generate more referrals and consistent business by using a simple, strategic approach to relationship marketing. Mark shares timeless insights from his decades of experience coaching business owners and delivering over 20,000 hours of one-on-one consulting, focusing on what it takes to stimulate referrals—not just hope for them.

Mark introduces his Advocate Strategy, a low-cost, high-return referral system built around three core actions: building a list of up to 25 advocates (clients, peers, or contacts who believe in your work), creating a monthly “calendar of connections” to stay top-of-mind with them, and developing referral-friendly tools—like articles or resources—that advocates can easily pass along to others. He explains that the key to generating referrals is not just delivering excellent service, but making sure clients enjoy the process of working with you. That emotional experience is what inspires others to refer.

The episode also covers why gifts and referral fees often feel transactional and why meaningful, neutral follow-up (like a phone call or personalized note) is more effective. Mark emphasizes that asking for referrals directly can be awkward or feel “salesy” for professionals, especially attorneys, so his Advocate Strategy is designed to spark referrals naturally—without putting relationships at risk. He also shares why professionals often avoid building referral systems: a mix of ego, neglect, or fear of appearing pushy.

This episode is packed with practical wisdom for professionals seeking a structured, elegant, and sustainable way to increase word-of-mouth business.

https://therainmakingpodcast.com/

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Mark LeBlanc, CSP runs a speaking business in Minneapolis. He conducts presentations and creates experiences for professionals who want to create an extreme sliver of focus and put more money in their pocket as a business owner. As a business coach, he has clocked over twenty thousand (one to one) coaching hours with professionals who want to grow their business or practice. In fact, he wrote the book, Growing Your Business! As a result of his work, people often share they are more focused each day, attract more prospects, stimulate more referrals and create a path for generating more business. On a personal note, next Summer, he will go on a short, five-hundred-mile walk across Spain – for the fourth time!

https://www.markleblanc.com/

If you like what you have heard from Mark on this interview, I would encourage you to go to his web site and watch a 45-minute, luncheon speech Mark gave on how to have your best year ever!  

Check out Mark's electronic version of his book, Growing Your Business!

www.growingyourbusiness.com

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