Do you know how to ensure the quality of your referrals? How do you maintain reciprocity with those who refer to you? In this episode, referral coach Bill Cates and MDRT member Tristan Karl Robert Hartey share techniques for establishing a productive and positive pipeline of introductions.

Episode breakdown:

0:28 – Understanding the difference between referrals and introductions

2:25 – Incorporating a scorecard into your referral process

4:45 – Establishing the criteria to judge reciprocal relationships

8:42 – Recognizing that the more you give, the more you get back

9:55 – Creating a culture of introductions

Listen to the monthly series, MDRT Presents: @mdrtpresents