Arguably the highest closing lead you can get is a referral.  Why do some agencies get tons of referrals, while others don't? I've developed what I call the Quantum Referral Formula. It's a 4-part guide of sorts that looks like this: N + P + P + P = R (TONS of Referrals.)

 Here's the breakdown:

N = Nurturing.  That's right, think of your nurturing as a deposit into an emotional piggy bank.  The more you nurture the more you will be able to withdrawal later, usually in the form of referrals from raving fans.

P = Program.  You have to have a structure.  What are the rules, what are the rewards?  How do you reward the behavior you want repeated?  Gift cards, coffee, gas, pizza; decide what your clients want.

P = Promotion.  Talk about it, in your newsletter, in client emails, reward your team for talking to clients about it, put it in your new client welcome kit. 

P = Persona.  Most people give referrals because they like you and feel connected to you.  Therefore, you must create a persona, the more real you are the more referrals you'll get.  Think about it, what motivates you to do something for someone else?  Probably a relationship with that person, your clients can only have a relationship with you if they know who you are.  Place pictures of yourself on the referral flyer and add a personal message from yourself.  Don't hide behind your agency create a personality for it.

Practice these four concepts in unison and you will see an inbound flow of referrals.  Share your thoughts here.  Has this worked for any of you in the rebel nation?