Ep #367: How Real Estate Agents Generate Referrals Without Asking

Stacey Brown Randall: Hey there, and welcome to the Roadmap to Referrals podcast, a show that proves you can generate referrals without asking or manipulation.

I’m your host, Stacey Brown Randall. I’m a card-carrying member of the Business Failure Club, have taught my referrals without asking methodology and strategy to clients in more than 14 countries around the world. And my mission is to help you unleash a referral explosion by leveraging the science of referrals and respecting your relationships.

Today we welcome Larry Kendall of Ninja Selling to the Roadmap to Referrals podcast, as our guest host and our second podcast takeover episode.

If you happen to watch this interview on the YouTube channel, so if you hop on over to our YouTube channel and watch this interview, you’re actually going to be in for a treat because this is probably one of the only episodes I’ve ever recorded where I’m in the same room with the host.

So I happen to have been traveling a while back in Colorado, and I made time to head up to Fort Collins to see Larry and his team at Ninja Selling.

And we actually got to record this episode in the same room, like sitting side by side. So that was a nice treat, never happens for me in my world. So I hope you enjoy this interview that Larry and I did. Let’s get to it.

Larry Kendall: Hi everybody, Larry Kendall here with Ninja Selling. I had the pleasure of interviewing Stacey Brown Randall on our podcast and we’re gonna do a takeover of that and introduce you to that podcast right now.

Announcers: Subtle skills, big results. Welcome to the Ninja Selling Podcast.

Larry Kendall: Hello, ninjas. Thank you for joining us. Larry Kendall here. And let me ask you this question. How many of you would like to increase your number of referrals?

Well, most of us would because that’s what’s the engine that really drives a top producer’s business.

We are very fortunate today to have somebody who actually wrote the book on generating business referrals without asking. And it’s a great pleasure for me to welcome an online friend, Stacey Brown-Randall. Stacey, thank you for joining us.

Stacey Brown Randall: Oh, it’s just so great to meet you in person. So glad that this worked out. Like such a nice surprise that we could actually meet in person but thank you for having me.

Larry Kendall: Yeah, you bet. We discovered each other because we have similar philosophies of business and Stacey read Ninja Selling. I read your book. It’s a natural fit. We’ve been friends online, but this is the first time we’ve had a chance to be together.

Stacey Brown Randall: I know, it’s so great. I mean, I think it’s the way of the world now, right? Meeting online first, and then we actually meet, hopefully, eventually in person.

Larry Kendall: Right. The reason Stacey is here in Colorado is because she’s here on a speaking engagement. She’s not only an author, but she’s also a national speaker, a trainer. She has an engagement here in Colorado, and so you let me know you’re going to be in Colorado, and here we are.

Stacey Brown Randall: We are. I know it worked out perfectly. And luckily, while Colorado is a large state, I could get anywhere I needed to be for the things we wanted to do quite easily.

Larry Kendall: And you brought your family. Tell us you’ve been having some fun while you’re here.

Stacey Brown Randall: We have. Yes, I brought half the family is what I have to say. I think my daughter would be annoyed if I was like, I brought the family, but she’s not with us.

So I brought my mom because we used to live in Boulder. When I was about seven or eight, we moved to Boulder. We were here for, we made it through three winters. And then we moved home. We were from obviously, as you know, South Carolina originally.

And so when I told my mom I was coming to Colorado for a speaking engagement, she was like, great, I’m coming. I want to go back and see Boulder. So we went and saw my old elementary school yesterday, the park we used to play in.

And so when I decided, OK, I’m bringing my mom, then my husband’s like, well, I would really like to go to Red Rocks. It’s a bucket list. So, and my son Jacob, he’s our 15-year-old. I have three kids, but Jacob’s with us. He’s the only one who didn’t have a vacation this summer. He plays pretty much year-round baseball.

Larry Kendall: Okay.

Stacey Brown Randall: And so he was like, um, I guess I’ll go. He was like, I don’t have any vacation. So he’s with us too. And he’s being a real trooper, going to Red Rocks with us, which he loved, and then a Colorado Rockies game.

Larry Kendall: Wow, you guys, you were going through your list of, you’re seeing Colorado. And it’s great to have the family with you.

Stacey Brown Randall: Yep, as much as we can in a week.

Larry Kendall: Yeah, you bet. Well, we’re just grateful that you’re here. And I want to go deeper in the book, but before we go there, I’d like to know your background and how did it evolve? And what did you do before? And what was your inspiration then for writing the book?

Stacey Brown Randall: You know, it’s interesting. I always say that I have a portfolio career. There’s nothing in my 20s or 30s that would have ever led me to believe that someday I would be sitting here talking about a book that I wrote on referrals.

It was like nothing could have been further from what I thought I was going to do. I mean, when I went to college, it was because I wanted to be the next Katie Couric. Like, that was the plan.

Larry Kendall: Oh, OK. Well, I can see where you can do that.

Stacey Brown Randall: Thank you. I was going to be a broadcast journalism major. So I majored that in college. And then I decided, no, I don’t want to do that.

Of course, my parents were like, what did we just pay for a degree for? But, you know, the communications part of that stayed with me forever.

And so really a portfolio career working for like the Charlotte Chamber of Commerce, working for a local magazine. I got into HR a little bit.

But I come from a family of entrepreneurs. And so owning my own business was really like, of course, that’s what we do. It’s not, you’re weird at our Thanksgiving table if you have a W2.

So for us, it was like, but then it was like, well, what am I going to do? Like, what am I going to sell? What’s my business going to be?

And I started a human resource consulting firm. It failed after four years. It didn’t make it to the five-year mark. So I joined the 85% of all small businesses that fail before they hit the five-year mark.

And I learned a lot of lessons. And one of those lessons was I had to figure out the business development piece that was going to work for me. And I know other people were getting referrals and I wasn’t. And I was like, well, my clients love me. So like, what am I doing wrong?

Larry Kendall: Right.

Stacey Brown Randall: And that’s when I realized that referrals are very, very different from just having a great business and doing great work.

And so I went back to corporate America after my first business failed. Got the idea for starting my second business actually as a productivity coach. I got certified and I was like, but this business has to be successful.

So I did everything I needed to do to build a business. I actually, in my past, worked part-time as a real estate agent. So when I say a portfolio career, I’ve really done a lot of different things. But they all serve me for the industries that I work with now.

And so when I started my second business, I was like, I’m going to figure this out, throw a bunch of spaghetti on the wall. We’ll see what sticks. And I started generating referrals.

And in my first year, I got 112 referrals, that I didn’t ask for. I realized that is what made it different because of all the information and advice and resources out there teach you to ask or pay for those referrals or be really gimmicky.

And I was like, oh, this is great. This is working. And then I had clients who I was coaching say, how are you growing? And I was like, oh, I’m getting referrals.

They’re like, great. Thanks for teaching me how to manage my inbox, I would rather learn your referral strategy. And that’s where it all started.

Larry Kendall: That’s where it started.

Stacey Brown Randall: And so then I had to figure out, oh crap, what do I do? Well, like, what am I doing? What am I actually doing to get these referrals?

But I’m really good at reverse engineering things. So I started paying attention because I had been paying attention that first year, paying attention to the things that I was doing and what I was saying, what I was not saying.

And then I built it into a process, and I started teaching it to people. And then eventually the business just evolved from there. I’m going to hit 11 years this fall in business.

And so I probably, I guess I was coming up on the five-year mark of the business and it was just time for a book. I really didn’t want to do a podcast. Technology actually scares me. Like I’m always afraid I’m going to hit the wrong button, break something.

So people were like, you should do a podcast. And I was like, oh, anything not to have to do that. So I wrote a book. which I think is harder, as you know, right? It’s a labor of love and some other things. So I wrote the book and also launched a podcast in the same year.

Larry Kendall: What year did you launch the book?

Stacey Brown Randall: 2018

Larry Kendall: 2018. And I remember, I don’t know how it came to me, but the minute I read it, I said, this is amazing. And we reached out and connected.

Stacey Brown Randall: I think you heard me on a podcast.

Larry Kendall: I did hear you on a podcast.

Stacey Brown Randall: I don’t know if we ever recalled which one.

Larry Kendall: Yeah.

Stacey Brown Randall: When we first connected, but it was probably one of the real estate podcasts.

Larry Kendall: But I’m sure glad we did. And I feature you and your book in our training, in our Ninja Installations. In fact, you have your own slide, which is up behind me.

Stacey Brown Randall: I know, I love it. That’s awesome.

Larry Kendall: And a little story, I bought a stash of your books and at our Ninja Installations on the front table, there’s a series of books that I recommend and talk about. And Stacey’s book is one of them, Generating Business Referrals Without Asking.

And inevitably, people will come up, pick up that book, they’ll start to read it, and they get drawn in. And they’ll say, can I borrow this book and bring it back after class? And I go, just take the book.

And so almost every class, there’s several books given away. And so when we got ready for this interview, I went to my stash, and I’d given them all away. So I’ve got another group ordered. But that gives you an idea of how popular your book is with the ninjas.

And if you haven’t read that book, please put it on your list. If you’re serious about generating referrals, she’s got the formula for that. So let’s talk a little bit about and go a little bit deeper into this idea of generating referrals without asking.

One of the principles of Ninja is what we call the pursue or distance or dance. And that the minute you start chasing somebody, they will start to distance from you.

And the minute, my experience is, if you’re at a soccer game and you’re walking up and down the sidelines asking the parents, do you know anybody who wants to buy or sell? Do you want to buy or sell? Can you refer me to somebody who wants to buy or sell?

What are they going to do? They’re gonna put up the shield or they’re gonna try to distance. And so that is not the way to generate referrals. And we’ve known that at Ninja for a long time.

Now, Stacey comes along, does the research, writes the book, proved it in your own business. And so tell us a little bit about, go a little bit deeper, give the Ninjas kind of a quick, I guess, book report, if you would, on how do you generate referrals without asking?

Stacey Brown Randall: So what I love about the work that I do and the work that you do is that they’re all relationship based, right?

When you talk about staying in flow and asking forward questions and things like that, it’s about to know the other person and understand the other person. Yet we recognize there’s a business at the end of it, right? You guys want to sell homes, right? From that perspective.

And so I think from there though, it’s when people can like take one step back and be like, you know what, what I’m building is a relationship-based business.

And I think from there, that’s where all the goodness and our businesses have the opportunity to start with the clients that we’re going to bring on board and the referrals we’re going to receive. So the philosophy that I teach from is that referrals only come from relationships.

Larry Kendall: Sounds like ninja to me.

Stacey Brown Randall: Right. And you can put a period after that. Referrals only come from relationships, except there’s a little bit more to it. But what relationships need is ongoing connection.

But when it comes to referrals, it being a little bit different from that ongoing connection they need, that a client would need, it is that ability to really impact how they feel about you and to like really be like in their mind when those opportunities present themselves.

Because you only control the desire for someone to refer to you. I mean, you probably know this statistic, but how many real estate agents or realtors are like licensed? We can do Colorado, we can do the United States.

Larry Kendall: There’s a lot of them.

Stacey Brown Randall: Do you know how many choices that means people have? And I love, you have this statistic in your book. It was like, people know like about 12 real estate agents at any point in time.

Larry Kendall: Boy, you remember the book. Yeah.

Stacey Brown Randall: I do. I do. Cause well, sometimes when I’m actually presenting to real estate companies, or if I’m actually on a real estate podcast, I always mention those things. Cause I think it kind of makes it more like, Oh, that’s right, right. Remember the stat. I’ve got so many choices when I want to decide who my real estate agent is going to be.

And so from that perspective, if I have a lot of choices, then how am I going to pick you as the realtor that I would choose to refer when a neighbor or a friend or colleague or a family member needs help.

And so the way we teach referrals is that it is based on referrals come from relationships, but relationships need ongoing connection. But it’s different from your prospect flow or from your like the client flow that you’re going to actually stay in with them.

This needs to be a little bit more what we call memorable and meaningful because all you’re doing is not talking business. You’re not sharing real estate stats. It’s not doing any of that.

What you’re doing is you’re being memorable and meaningful in that outreach to them so that the reaction that they have and how they feel is like, oh, Larry really cares. Like this isn’t just like Larry’s looking for business, right? Like, Larry really cares.

And then we teach a very specific way that we use the language piece, the referral seed piece that I teach. So it’s the outreach that we do that’s memorable and meaningful.

Usually, most folks doing about six to seven times a year to their existing referral sources, but it’s paired with the right language that has them understand that we appreciate them and then also has them thinking about us from a referral perspective.

Larry Kendall: Memorable and meaningful. You know, Terri Johnson, one of our ninja instructors, she puts it this way. We just need to love on our people.

Stacey Brown Randall: We need to be a good person.

Larry Kendall: And be a good person. Love on them. Make memorable experiences for them. Meaningful experiences for them. You mentioned we need to use the right language. Can you give us an example?

Stacey Brown Randall: Yeah, so you know when most of the time when you’re on an on-hold message and you hear the same marketing spiel like over and over on repeat or whatever?

You know, eventually at some point you’re either going to probably more than likely tune it out, but maybe you’ll remember it later, but more than likely you’re just going to tune out. You’re not really paying attention to what they say.

Most of the time when I say we need to plant referral seeds, what people think I mean is just always saying thank you for your referrals. Thank you for your referrals. That’s not it at all.

Larry Kendall: Yeah.

Stacey Brown Randall: When we talk about the language we want to use, we do want to plant the idea that we value their referrals and we appreciate their referrals, which means the language looks different for somebody who’s never referred you.

And so from that perspective, it is about talking about your business from a referral perspective, but the cadence matters. How often you do it matters. And then if it’s direct or indirect referral seed planting that you’re doing, it’s the language pieces.

I always know when a client of mine is like, Oh, they got it. They don’t need me anymore. They’re about to graduate. is because they can figure out, they know how to write the formula for the language they want to say themselves.

And it’s just that idea of it always comes place of gratitude. There’s always a connection to why am I sending this to you, saying this to you, doing this, and making sure you understand that I appreciate your referrals, but that’s not the main part of the message.

It’s almost sometimes like an add on. Sometimes it is a direct thanks for your referrals and sometimes it’s not.

And so it’s not so much like here’s the one sentence we use. There’s a multitude of ways that we use that language direct and indirect and when we plant it and when we don’t and the cadence to it behind it.

But it really is the things that we’re saying when we are building that relationship.

Larry Kendall: Would you say that when we’re creating a memorable experience for them, doing something for them, loving on them, that’s a referral seed, what you call a referral seed?

Stacey Brown Randall: As long as you’re actually using the language with that.

Larry Kendall: Okay.

Stacey Brown Randall: Yes.

Larry Kendall: Give me an example of using the language.

Stacey Brown Randall: You know, so here’s the easiest one I think for, and people can like go, go use this today. This is the best one for them to say, is actually how I teach people to write a thank you card.

Larry Kendall: Okay.

Stacey Brown Randall: Most people are going to, if they receive a referral, most people are just going to say, thanks for your referral. There’s actually nothing wrong with that. There’s fundamentally nothing wrong with that.

Or they’ll say, thanks for your support. Well, support is a very obtuse word in my world. It could mean a lot of different things. If you’re writing to a client who’s also referred you, are you thanking them for being a client? Support is not the right word. But I find people use it a lot.

And so the way I teach people to write a thank you card is very clearly, we want to make sure we recall to them exactly what they did and what we’re thankful for.

So it’d be, thank you for referring Larry Kendall to me. So I want to make sure that I’m using the name of the person that they referred to me. Because then in that minute that the person gets that card and they read it, they’re like, oh, that’s right. I did refer Larry to Stacey. Plants that referral seed.

And then we usually have a second line that’s like, it’s an honor or a privilege to help the people you know and care about, right? While using the people you know, right? That’s a little future pacing. That’s what we want them to do, right? The other people that you know, it’s always an honor and privilege.

And then you can end that card. So it’s like three sentences. You can end that card with, you know, if I can help you, let me know, or it’s been forever, let’s catch up for coffee. You can end the card however you want.

But the two lines I want in there is the thank you for referring, insert the prospect’s name. It’s an honor to help the people you know and care about.

So we’re like planning that direct referral seat of what they did. They referred Larry and indirectly saying, it’s always an honor to help all the people, right? To help the people you know and care about.

Larry Kendall: You know, ninjas, Stacey just gave you a nugget, solid gold, in my opinion, and that’s right out of your book. Cause I remember, in fact, I’ve taught that in the classes, and I give you full credit when your slide’s up on the screen.

And so that’s an example of the language, how important it is. Earlier, you made a comment. Sometimes I see this, especially with realtors, they build a tremendous relationship. They’re really well liked, but they’re not getting the referrals. Why is that do you think?

Stacey Brown Randall: It’s torture. I think for any business owner, for your clients to tell you that they love you, to sing your praises, to give you a testimonial or review, and you’re like, of course my clients love me, but then they don’t refer. I think that’s torture.

But the reality of it is, it’s because doing great work does not equate someone actually referring you. We all are built with the ability to want to help someone. But the problem is, is helping someone with a referral isn’t about you getting a new client.

And that’s where the disconnect always happens. People think, oh, I asked for referrals because that’s how I’ll get a new client. But when someone refers you, they’re helping someone else who has a problem.

Larry Kendall: Right.

Stacey Brown Randall: And they’re referring them to you because you can solve the problem. You’re just the solution provider in the cast of characters and you’re the least important, at least in the beginning.

And so the referral source is really the hero helping someone. So when people are having this amazing client experience with you, they’re focused on themselves. And what we need them to do is start thinking about the other opportunities that will happen out there.

Will they have that opportunity to sing your praises? But if they don’t actually understand, right? And if they don’t actually understand how to make that connection back to you, those referrals aren’t actually going to happen.

So we teach it a couple of different ways. And what we always tell folks is sometimes it’s just the right people. You’ll just get blessed with somebody who comes into work with you, and then all of a sudden, they’re like referring you left and right.

And you’re like, what did I do? And I’m like, nothing. I mean, other than that you did great work. That’s how they’re built. That’s a minority of people. They’re not unicorns, but that is a minority of people who were built to refer.

What we have to pay attention to are hot zones within your business of where there’s the moments that people are more likely to consider referring if the opportunity presents itself and making sure we have touch points there that are speaking that same referral seed language, but it’s repeatable.

Larry Kendall: What would be an example of a hot zone in real estate?

Stacey Brown Randall: Okay, so this is one of my favorites. So I teach this thing called an expectation map. I know lots of businesses have different versions of them, but for me, it is when I decide to work with you, I’m going to make a lot of assumptions about what this is going to look like.

And if it’s the first time I’ve ever worked with you, I’ll make a whole lot more assumptions of what this is supposed to look like. And the best thing you can do to set your clients up for what we call a referable client experience is to show them how it will go, right?

Visually represent, here’s how the buying process works. And here’s all the ways it can go wrong because it probably will, right? You could find yourself in a multiple offer scenario, right? Or here’s how it should look to sell your house.

And it’s a visual, think like a Candyland board game. That’s how I teach my clients to build them. They don’t have to be that fancy, but we literally build an expectation map of like, here’s where you’re starting and here’s where we want you to end. And here’s all the things that are probably going to happen and may go wrong.

It gives the business owner that opportunity to talk about the things that you probably don’t want to talk about because they’re all mapped out when things go wrong. But if you visually make it appealing to me, I’m going to remember it. I’m going to be able to recall it.

And when I go crazy as a client thinking, why is this taking so long? Or why have we put in offers 14 houses and we’ve lost them all? You can remind me, remember we talked about this? It’s right here at this point. This is where we are.

And it just kind of helps a client reset their expectations. Okay, so that’s a touch point that I want my clients, it doesn’t matter what type of client they are, they build that. From a criminal attorney to the real estate agent to the interior designer, they build out an expectation map.

That’s a part about just having a really good client experience. And then you use it with your clients.

The way to turn it into a referral seed moment though, is in those moments when they’re looking at all this, be like, listen, as you’re going through this process of buying a home or selling your home, you’re probably going to show this to other people when they talk about, where are you in the process?

Cause you’re going to give this, it’s a printed map, right? You can do it electronic, but you really got to do it printed, but you’re probably going to share this with someone else to kind of have them understand this process that you’re going through.

So if you need another copy. Right? Because you’re just having to be sharing it with somebody else. Please let me know. I can give you as many of these as you need.

I never said the word referral. I never said you’re going to give this to somebody who probably needs to buy a home with me.

Larry Kendall: Right.

Stacey Brown Randall: I just kind of put it out there. I use the word future-pacing a lot. We’re kind of just future pacing to the idea that you probably will give this map away and you probably will need another copy.

And then of course your logo is on it and that kind of stuff. Right? I mean, it’s obviously branded, but it’s just an easy way, but the heart of that expectation map is for your client to stay a good client.

The additional benefit of that is that you also get to plant a referral seed. We don’t do the expectation map to plant the referral seed. We just use that as an opportunity to be able to do it.

Larry Kendall: Where on the expectation map then would be the hot zones.

Stacey Brown Randall: So in the expectation map, that’s forward facing. So if the client sees it. So there’s a lot of things that happen from a business perspective in the backend that the client wouldn’t see.

So I wouldn’t reveal on my expectation map other potential hot zones, but the giving of the expectation map, I’m like, hey, we’re starting to work together. This is what this is going to look like,

Larry Kendall: That whole process is a hot zone.

Stacey Brown Randall: That’s a hot zone. Right. And I actually tell folks, I actually use my expectation map, so when clients come to work with me, at least in my two higher level programs, my coaching and my VIP, I show that expectation map in the buyer’s journey.

Like if you decide to work with me, this is what this is going to look like. And then they get it again, multiple times actually, once they say yes to working with me.

It’s just how we manage expectations. It’s how we show them how it will go visually. And then also you can leverage that opportunity too.

Larry Kendall: Let me ask you this, the ninjas, well, first of all, referrals are a huge opportunity. The other number, and I don’t know if this is in the book, but in the United States, homeowners know an average of four people who will move this year.

So if you have a database of 200 households, they potentially know 800 people who would be moving. Now, technically some of them know the same people, so it’s probably not, but the point is it’s abundant.

The referrals, if you can figure out, you know, how to earn those referrals and how to plant the referral seeds, et cetera, et cetera. So you’re onto something huge here for the ninjas.

Stacey Brown Randall: I think that it’s part of like, as they put in the Ninja way, right? It’s just the, and I think this every time I work with, I have somebody who’s been through Ninja, that’s in one of my coaching programs.

I think this every time, I’m like, oh wait, you’re Ninja. Okay, let me tell you how we’re gonna put some things into place here, because I already know how they’re showing up.

I mean, no disrespect to all the realtors out there, but most of the time, not all the time, a lot of times when real estate agents come to work with me, we have to clean up their database.

We have to do a lot of like, you’re not even categorizing people the right way. Like you can’t be a referral source if you’ve never actually referred, unless you’re a potential referral source.

And not everybody in your database should be a potential referral source because you can’t create relationships with that many people at one time in the way you need to, to get them to put the trust on the line. to actually refer you.

Larry Kendall: Yes.

Stacey Brown Randall: And so we do a lot of database cleanup. But anytime that I have a ninja that comes into my program, I’m like, Oh, okay, I already know what you’re doing and what you’re thinking.

And here’s the areas I want to be able to kind of like add a little extra and do some extra things. And I think that it just flows together so nicely from your work, which is nice.

Larry Kendall: It’s just great, which is why we’re sitting here.

Stacey Brown Randall: Yes.

Larry Kendall: Share with the ninjas a little bit more about, in addition to the book, you have a coaching program, you have a podcast, you have what I call a system of online classes. Share a little bit about what are the resources that you offer?

Stacey Brown Randall: Yeah, I always tell folks the book is a great place to start, and the second book will be coming out September, fingers crossed, of 2025. I actually have to get the manuscript in on time for that to happen. So the books are always a great place to start.

And then my podcast is Roadmap to Referrals. We drop a new episode every Tuesday. Haven’t missed a Tuesday in almost six years, or maybe it’s now six years, I don’t know. It all runs together. We’re over 300 episodes.

And so the podcast and the books are great places to start. When people are ready to dive in with me, there’s three ways to work with me.

The first one is, I actually have a program, it’s an online, it’s a self-study course, it’s called Your Next Five Referrals. It’s the things I wish people would have in place before they take the step to actually work with me.

Larry Kendall: Okay, so the first step is the online five steps.

Stacey Brown Randall: Your Next Five Referrals.

Larry Kendall: Your Next Five Referrals.

Stacey Brown Randall: It’s like the tracking, and the knowing how to write a thank you note, and the knowing what to do when a prospect who’s been referred to you ghosts you. Like just the basics that I wish people would have in place.

Then if you’re like, that could be all you need, right? And so there’s the Your Next Five Referrals online course. That moves you into a coaching program. It’s a year-long coaching program. It’s called Building a Referable Business.

Or for some companies that have a small team, they want to move faster than that. And so I have a VIP, it’s called Referrals in a Day, where I actually, they do an assessment. I build out the referral strategy, pulling from all 19 of my strategies what they need.

I package it up as one overall strategy, and then I come spend two days with them. And I teach it to them and their team, and then they’re able to deploy it. And then I’m with them for a year as they deploy that as well.

And so it just kind of depends. But I always tell folks, like, there’s just some baseline things to get into place when it comes to referrals. And once you have that working, then you’re ready, usually.

Larry Kendall: You’re making a huge difference in the industry, the business world, with what you’re doing. And I just, I’m so honored that, you know, we’re together here.

Stacey Brown Randall: The honor is mine. Thank you.

Larry Kendall: I was going to introduce you as one of my great friends, although this is the first time we’ve met, but I feel like there’s a kinship here or an alignment here with our work.

And so I’ll continue to promote you in every way that I possibly can. Thank you again for joining us. Is there any last final thoughts you have for the ninjas?

Stacey Brown Randall: Okay, this is the piece of advice I give to everyone, because if you can do this, you will see gold in your business in a way maybe that you haven’t before.

And so if I could get every ninja to take time to identify who’s actually referring them now, like I teach it as a three-step process to identify who are your referral sources. That may mean they haven’t referred you in a couple of years, or they just referred you last week.

Those list of names, like, and then having them written down, it’s kind of like the hot list, right? Like, who are your existing referral sources? Meaning they have referred you before.

If people would just take the time to identify, who those names are, who those people are, then you’re left with a question.

Do I believe that I need to take better care of those folks because they take care of my business? And if the answer is yes, then you know at that moment, you’re like, okay, now it’s time for me to do something different for these people because they refer to me.

And just the identification of who refers you, sometimes it can breathe life back into a business because you forget that people trust you because we’re just busy off to the next thing on our to-do list. So I think just identify who are your referral sources.

Larry Kendall: Well, we like to say in Ninja, it matters who says it. And we teach the referral tracking system, which at the end of the year then is a list of all your referral sources. But you just heard it from the person who wrote the book on this.

So follow Stacey’s advice and do the referral tracking form. Take a look at who your referral sources are. And that’s the first step.

So, hey, thank you so much for being with us and welcome to Colorado and enjoy yourself while you’re here.

Stacey Brown Randall: Thank you very much.

Larry Kendall: Thank you.

Larry Kendall: Thank you so very much for joining us, please check us out at NinjaSelling.com

Stacey Brown Randall: I hope you enjoyed this episode and don’t forget to show Larry Kendall, our guest host, some love by checking out his podcast and of course more information on his business on the show notes page at StaceyBrownRandall.com/367.

We are back next week with another great episode created with you and your needs in mind. Until then, you know what to do. Take control of your referrals and build a referable business. Bye for now.