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REFERRALS

A STRONG and mutually beneficial introduction and referral system is essential to PERFORMANCE and BUSINESS DEVELOPMENT.

The TRM Perspective

1 – Definition and Intent

  • Introduction:
    An introduction is when someone simply connects two people — typically via email, text, or in person — so they can get to know each other.

    • Example: “David, meet Sarah. Sarah, meet David. I think you two might have some things in common.”

    • The person making the introduction is neutral — they aren’t vouching for either party’s credibility or making a specific recommendation.

  • Referral:
    A referral, on the other hand, includes a personal endorsement and recommendation. The person giving the referral is actively advocating for one party, saying, “You should do business with this person — I trust them.”

    • Example: “Sarah, you need to talk to David. He’s helped several of my colleagues grow their businesses using TRM — I’m confident he can help you too.”

2. Level of Trust

  • Introduction: Based on neutral trust — the connector is facilitating a meeting but taking no stance on credibility or fit.

  • Referral: Based on transferred trust — the connector is lending their reputation to the referred party.

3. Purpose and Expected Outcome

  • Introduction: The goal is conversation or connection — it may lead to a relationship or it may not. In fact, however, it may lead to a sale.

  • Referral: The goal is action — a sale, a client relationship, a partnership, etc.

The purpose of a LINK relationship is to share IDEAS, INFORMATION, RESOURCES, REFERRALS and INTRODUCTIONS to help each other succeed. The key to one LINKS SUCCESS is to help other LINKS SUCCEED and it is understood that REFERRALS and INTRODUCTIONS are given freely and with that purpose in mind. The System enables LINK members to incentivize the process with FINANCIAL REWARDS to say Thank You when SUCCESSFUL.

4 - Benefits of Receiving Financial Rewards for Referrals

a. You get paid for the value you already create

If you’re already connecting people, making introductions, and recommending good services, a referral reward simply aligns money with reality:

  • You’re helping someone win a new client.

  • You’re helping the client solve a problem.

  • You’re using your reputation and network as an asset.

b. Extra, low-effort income stream

Referrals are usually warm, simple, and fast compared to chasing cold prospects. When you receive rewards:

  • You can generate “bonus income” on top of your main business.

  • A few strong relationships can create recurring referral rewards.

  • It feels like “found money” because you’re not doing all the heavy lifting of fulfillment.

c. Motivation to look for win-win-win-win  matches

Knowing there’s a reward often makes you:

  • More attentive to opportunities in conversations.

  • More intentional about truly understanding others’ needs so you can match them well.

When done ethically, this increases the number of good connections you create, not just the number of random ones.

d. Deepens partnership with providers you trust

If you receive rewards from people you already believe in:

  • You tend to stay more engaged with their success.

  • You often learn more about their offers so you can refer better-fit clients.

  • You create long-term, “we grow together” relationships rather than one-off introductions.

One LINK benefits from REVENUE generated by a referral, another LINK benefits from giving a SUCCESSFUL referral, a FRIEND the benefit of a DISCOUNT due to a friends consideration, and the LINK NETWORK benefits from the support of the EXECUTIVE LINK.. WIN WIN WIN WIN

5. Benefits of Giving Financial Rewards for Referrals

 Expands your sales force without hiring

Every LINK become a “mini sales rep” for you:

  • You only pay when results happen (performance-based).

  • There’s no salary, no benefits, no overhead.

  • The risk is low: you’re sharing profit from real revenue, not speculative leads.

  • Incentivizes the giving of referred leads increasing the number being received.

b. Increases word-of-mouth momentum

People naturally talk about businesses they like. A financial reward:

  • Gives them a tangible reason to talk a little more often.

  • Nudges them to be intentional: “Who do I know that really needs this?”

  • Helps your message travel into networks you’d never reach on your own.

c. Shows that you value your relationships

By paying referral rewards, you’re saying:

  • “Your trust in me matters enough that I’m sharing profits with you.”

  • “I see you as a partner, not just a customer.”

This can strengthen loyalty and retention, and make people feel proud to be associated with your success.

d. More predictable and trackable than random referrals

A defined reward structure (e.g., 10% of first sale, flat $250 per closed deal, etc.) helps you:

  • Forecast your cost of acquisition.

  • Track which partners or sources are most valuable.

  • Refine offers or messaging that your best referrers are using.

6. Mutual Benefits: Why It Works on ALL Sides

a. Everyone has “skin in the game”

  • The referrer wants to protect their reputation, so they send you quality referrals.

  • You want to deliver an excellent experience, because it reflects on your referrer.

  • The referred client benefits from that extra care and trust in the process.

b. It creates a cycle of goodwill

When handled openly:

  • The referrer feels appreciated and rewarded.

  • You grow your business and can serve more people.

  • The referred client often becomes another referrer—multiplying the effect.

7. Asking for Referrals

Here’s a simple way to ask for a referral without sounding pushy:

Start with clarity, not pressure. Let the person know exactly who you help, what kind of introduction you want, and why it would matter.

A strong referral ask sounds like this:

“Hi [Name], I’m growing my business by working with people who want to [specific result]. If you know anyone who might benefit from what I do, I’d really appreciate an introduction. Even one person you think I should meet would mean a lot.”

A better version is even more specific:

“I’m looking to connect with small business owners who want more qualified referrals and stronger business relationships. If someone comes to mind, would you feel comfortable introducing us?”

What makes a referral request work:

  • Be specific about who you want to meet.

  • Make it easy for them to think of someone.

  • Ask for an introduction, not just “any leads.”

  • Keep it warm and low-pressure.

  • Show gratitude either way.

A simple formula:

  1. Say what you do.

  2. Say who you help.

  3. Ask whether anyone comes to mind.

  4. Invite an introduction.

  5. Thank them.

Examples:

For friends:
“I’m expanding my business and looking to meet people who could use my services. If anyone comes to mind, I’d be grateful for an introduction.”

For past clients:
“I’ve enjoyed working with people like you, and I’m looking to help more people in a similar situation. Do you know anyone who would benefit from a conversation with me?”

For networking:
“I’m currently looking to meet [type of person]. If you know someone I should connect with, would you be open to introducing us?”

For text message:
“Hey! Quick question—do you know anyone who might benefit from [what you do]? If so, I’d really appreciate an intro.”

Best timing:
Ask after you’ve provided value, delivered results, or had a positive conversation. That’s when people are most willing to help.

BIG mistake to avoid:

Do not say, “Send me anybody who needs help.” That’s too vague. People refer better when they know exactly who to look for.

Here’s a polished template you can reuse:

“Hi [Name], I hope you’re doing well. I’m currently looking to connect with [ideal client type]. I help them [clear result]. If someone comes to mind, would you be open to making an introduction? I’d really appreciate it.”

 

Here’s a TRM-style version you can use in 3 ways.

1 – In-person
“By the way, I’m looking to meet more people who want to grow their business through better relationships, referrals, and strategic introductions. If someone comes to mind who would benefit from that kind of support, I’d be grateful if you introduced us.”

2 – Text message
“Hi [Name], hope you’re doing well. I’m currently connecting with business owners and professionals who want more referrals and stronger business relationships. If anyone comes to mind, I’d really appreciate an introduction.”

3 – Email
Subject: Quick favor

Hi [Name],

I hope you’re doing well. I wanted to ask a quick favor.

I’m currently looking to connect with business owners and professionals who want to grow through stronger relationships, better networking, and quality referrals. If someone comes to mind who could benefit from that, I’d truly appreciate an introduction.

Thank you for thinking of me, and I’m always happy to return the favor.

Best,
[Your Name]

Here’s an even more TRM-centered version:

“I’m looking to connect with people who value building real business relationships and who want to grow through trust, referrals, and mutual support. If you know someone like that, I’d appreciate an introduction.”

The key is to make the ask:

  • warm

  • specific

  • easy to act on

  • centered on helping, not selling

A very strong closing line is:
“Who do you know that would appreciate an introduction to me?”

Or:
“Who comes to mind as someone I should meet?”

For TRM, that wording works well because it feels relational instead of transactional.

REVERSE REFERRED LEADS – When discussing your target market with your LINK COACH, be sure to clone your best clients creating a list of business opportunities. Present this list to your best client and ask “Who on the list we see me just because you asked them to?

MARKET SURVEY – Find out during your market survey who your market companies are trying to meet and give them an unsolicited referral.

TRM Business Development Card-

A professional golfer hits over 1,000 practice balls a day to build muscle memory and a professional sales person needs to do the same by consistently asking for referrals naturally and without hesitation. Both  PRACTICE, PRACTICE, PRACTICE ensuring a positive mindset.The LINK System makes it all HAPPEN and keeps it simple.

If you GET 300 referrals a year you are likely to see the following. In order to GET 300 referrals you must 1st give 300 referrals paying attention help where possible. Most people have a process to follow up on referrals, but unfortunately do not have a process to give referrals unless they are using THE LINK SYSTEM.

300

THIS YEAR

SALES THIS YEAR
0
SALES NEXT YEAR
0
SALES NEVER
0

6. Mutual Benefits: Why It Works on ALL Sides

a. Everyone has “skin in the game”

  • The referrer wants to protect their reputation, so they send you quality referrals.

  • You want to deliver an excellent experience, because it reflects on your referrer.

  • The referred client benefits from that extra care and trust in the process.

b. It creates a cycle of goodwill

When handled openly:

  • The referrer feels appreciated and rewarded.

  • You grow your business and can serve more people.

  • The referred client often becomes another referrer—multiplying the effect.

Contact Information

David Edstrom Coach & Consultant, Telephone: 912-484-1074, Email: David@TotalRelationshipMarketing.com,
Address:301 Harbour Place Drive, Tampa, Florida 33602