June 20, 2025 • 18 mins
The difference between giving someone three options and confidently recommending one trusted provider is truly night and day. This seemingly small distinction in how we approach referrals dramatically affects how clients perceive our expertise and ultimately determines conversion rates.
Through revealing role-play scenarios, we demonstrate the psychological impact of different referral approaches. When you hand someone a list of "three good options" during a vulnerable moment (like receiving difficult news or navigating an unfamiliar process), you're actually giving them homework at the worst possible time. You're subtly signaling a lack of confidence in your recommendations and creating confusion for someone who likely "doesn't know what they don't know."
Your clients came to you specifically for your professional judgment and connections. When you confidently state, "There is only one person I would trust with this situation," and then facilitate that connection by having your referral partner reach out directly, you transform the experience. This approach demonstrates your expertise, eliminates work for your client, and showcases the strength of your professional network.
Building strong referral partnerships requires intentional communication. Start by asking potential referral partners a simple but powerful question: "How do you want to be referred?" This question immediately sets you apart and shows you're serious about delivering quality connections. Understanding their ideal client profile and preferred introduction process allows you to make strategic referrals that benefit everyone involved. This collaborative approach often leads them to ask you the same question in return, creating a cycle of high-quality referrals.
Remember Maya Angelou's wisdom: "People will forget what you said, people will forget what you did, but people will never forget how you made them feel." When your referrals demonstrate confidence and care, clients don't just become customers—they become advocates who will mirror your approach when recommending you to others. Share this episode with anyone who could benefit from mastering the art of referrals in their business.
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Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Chad Trease (00:00):
If you're listening to this, chances are you are in
the business of givingreferrals, receiving referrals.
You're definitely in the worldof referrals.
What you might not know isthere is truly an art form to
giving referrals that can changeeverything.
If you want to learn about that, this is going to be the
episode for you.
This is the Secret SaucePodcast with Chad Treese and
(00:26):
Lacey Moores, where we want tohelp people build big businesses
and live big lives.
We think every episode's goingto maybe give you one ingredient
that you can add to your recipeto create your own secret sauce
.
Let's get into it.
Lacey Moores (00:44):
I am going to.
We're going to go down one roadof a referral and then another
road.
Okay, so, let me set the stagehere and hopefully this doesn't
offend anybody.
But we are at a doctor's officeand I am going to be the doctor
and you're the patient, and Iam coming to you to let you know
(01:04):
we have some really bad news,okay, okay, so, um, it could be
anything like I could make up astory.
Let's you know, I'm letting youknow that you have cancer.
Okay, um, and I'm going torefer you to somebody, so let's,
we'll roll through that.
I'm going to do a different one.
Are you ready?
Chad Trease (01:22):
Okay, I'm ready.
Lacey Moores (01:23):
All right.
Hey, chad, you know I'vealready told you about what we
found with your scans, and thenext step is going to be
treatment, and I know this is ascary time.
I want to give you three placesthat you could go.
Here's all three of them.
Just feel free to call aroundand choose whoever it is that
(01:44):
you want to go work with, butthat's going to be the next step
from here, and I'm really sorryabout everything that we found
today, but these are going to beyour next steps.
Do you have any questions forme?
Chad Trease (01:56):
So I have cancer and you're giving me some
homework.
Lacey Moores (01:58):
I'm giving you three places that you're going
to be calling for treatmentbecause that's your next step,
right?
And so how do you feel aboutthat?
What kind of feel?
Well, don't answer that yet.
Chad Trease (02:10):
Okay.
Lacey Moores (02:10):
Let's do the next one and then you can compare
them.
Yep, okay, all right, here wego, so I'm coming back in.
Hey, chad, I know we've alreadygone through everything that we
just found out.
I'm really sorry to tell youabout that.
Listen, there's a lot ofoptions out there that you could
go to for treatment, and Icould give you a three on a
piece of paper.
Do you want to?
Chad Trease (02:30):
know where I'd send my mom to, absolutely.
Lacey Moores (02:32):
Yes, if this was my mom, in this situation, there
is only one place I would sendher to.
There is only one place that Iabsolutely love, that I would
completely trust your life withand in fact I can give you that
information but I'm close withthem.
I'd love to actually call them.
I'd love to have them reach outdirectly to you and set that
appointment so they can get youin their schedule.
How does that make you feel?
Chad Trease (02:55):
Way different, for sure, yeah, I mean, if I'm still
in the role play yeah, liketell me the difference between
the two.
Okay, so we're out of the roleplay now and I can just be
honest with you.
Like, yes, the the differenceis night and day.
Uh, but like the example numbertwo, for sure, like
automatically, like I feel alittle bit more at peace that
there is, um, somebody has aplan right, and that I don't
(03:19):
have to come up with the planand that the plan doesn't give
me more work to do.
Um, I want to know that there'san expert that has things
handled and like I don't knowwhat questions to ask when I
call you know how do you pick,right Like yeah an oncologist or
or whatever, like I wouldn'tknow what questions to ask.
(03:39):
I wouldn't even know where tobegin.
It's like when we sit down withfirst time homebuyers and ask,
like what question right off thebat, do you have any questions?
And almost everybody, ninetimes out of 10, says what I
don't even know, what I don'tknow, don't even know where to
start Right.
Exactly so, sending me to goask questions that I don't even
know and then try to make acomparison, I'm probably not
(03:59):
going to call.
I'm definitely not going tocall all three?
Lacey Moores (04:02):
How do you even pick right?
Do you pick out of the threewhoever's the first one listed
and start Like?
It just opens up so muchconfusion.
Chad Trease (04:10):
Right.
Lacey Moores (04:11):
Right and what should I be doing and what's the
right way?
I don't know how to pickbetween them.
What's going to be thedifference?
Like it's just so much and infact I think what it.
What does it do?
I'm not you to answer that.
Going listening to those.
How does it make you feel aboutme, the doctor in scenario one
and scenario two?
Chad Trease (04:31):
Yes, scenario one would make you feel like maybe I
didn't pick the right doctor tobegin with, because the whole
reason I'm here is for you todirect where, what, what we're
doing, right, right, uh, I cameto you as the expert, right, and
now I feel like you're kind ofpassing the buck a little bit
and you don't it, it, it, itmoves you down in my mind as far
(04:55):
as an expert, um, I'm I'm nowthinking of you a little bit
less as an expert, um, andreally just somebody who's, like
can deliver some news and say,okay, here, go, do this thing
and I'm going on to the next,versus I'm involved, I care and
I've done the work to make surethat the next step is also one
that is, you know, is not notit's going to be enjoyable to go
(05:18):
like to an oncologist, probably, but that the next step in this
process has already beenpredetermined for me and that
they feel really, reallyconfident about it, like, so it
just instills confidence in me,um, and your choice in me right.
Lacey Moores (05:34):
Like you have confidence in your choice and
who you're working with, I haveconfidence in the plan.
Chad Trease (05:37):
I have confidence in you.
Um, yeah, it's night and daydifferent, for sure, right, uh,
point made for sure.
Yeah, um, and there's a hugegap there in our businesses,
everybody out there, whetherit's real, talking to realtors,
talking to lenders, whetherthey're referring inspectors or
title companies or lenders orwhatever it is, there is a huge
(05:59):
difference and the analogy playsthat you know across the board.
Lacey Moores (06:02):
Right.
I just think it's.
There is an art to it and Ithink that people miss this.
And I, I know, um, there's,there's training out there.
You know, um, on the on thereal estate side, realtors will
be trained, that you have togive out three.
And I, I always challenge that.
I'm like do you give out threetitle companies?
Do you give out three lenders?
Do you give out three insurancecompanies?
(06:23):
Do you give out three roofers?
You know inspectors.
No, I just three lenders, youknow.
But regardless, it sets up avery confused person to then try
to figure out what is the rightplay here, what is the right
move.
And so you know, for me as alender, when I refer out, I'm
(06:43):
not referring one client tothree different realtors.
I ain't going to do it to them.
I'm going to figure out who'sthe best for that client, right,
and make that type ofintroduction.
And maybe it is.
I rotate between several when Iget those people, but I'm never
going to put them up againstthree, because I feel like it
makes me look like I'm notreally sure who's going to be
(07:05):
better for you.
And I want that client to knowlisten, you're looking here,
this is what you want, I havethe perfect person that's going
to take the best care of you.
I work with a buck.
This is the one.
This is the one I would havetake care of you, and it just
brings so much more confidencein their trust in me and what
they've hired me to do.
Chad Trease (07:24):
Right, I'm with you a hundred percent.
I've thought about this as wellwhen I'm giving referrals to
people.
There was times for surethrough my business that I was a
little less sure of myself or Ididn't want to come off as
pushy or I didn't want them tothink there was something in it
for me.
There's a lot of reasons whypeople don't kind of push the
(07:48):
issue on that or aren't willingto take that leap of just being
really monomaniacally focused onone person right, Versus giving
, uh, multiple names and it's acop out.
Lacey Moores (08:01):
Well, yeah, let's talk about why they do it.
You know they're worried, right, if it doesn't go well, that's
a reflection on them.
Well then, that needs I meanyou need to be aware of the who
you're referring, right, like,if you even have that thought
process, maybe you're not, maybeyou're not paired up with the
right, you know relationship forthem, right, and let's be
completely transparent on thatis that if you give 10 names and
(08:25):
things don't go as planned andthey choose one of those 10,
they're still blaming you.
Chad Trease (08:30):
So, it doesn't matter how many names you give,
you know, and, and so you lookjust as bad if things don't go
as well.
So your very best plan ofattack is to find the one person
that you think that has theabsolute lowest risk of things
going bad and referring them tothat one person either way,
right?
So yeah, so we can check thatbox.
That's not a great reason to,but I do understand how people
(08:52):
think that way.
Lacey Moores (08:52):
Sure Well, I think it's good to bring it to light,
because you know, then you gothrough that Um.
Now you know when we arereferring um or or just really
anybody in general.
You know the end of that, thesecond one that I told you.
I asked if I could have themreach out to you.
Chad Trease (09:11):
Right.
Lacey Moores (09:12):
When I asked them if I could have them reach out
to you.
There's a couple things that Iwant to point out, why that
piece is so important.
If I give you the contactinformation, then it's up to you
to make the connection.
It's up to you to call.
It's up to you to make theconnection.
It's up to you to call.
It's up to you to figure thatout.
And sometimes, a lot of times,it doesn't always happen right,
(09:33):
and in our businesses and stuffit's where conversion can
definitely go down.
But when we do it the other wayand we say, hey, I'm going to
have them call you, well, firstof all it makes you feel a
certain way.
Chad Trease (09:43):
Yeah psychologically it's just
different.
Lacey Moores (09:48):
Yeah, you're going to do that for me, thank you,
that's one less thing I have todo.
They're going to call me Um,but then it also completely
increases that conversion rate.
You know, to be able to um,give your like for me, like we
have a process, man, if we get alead, we're going to, we're
going to keep trying.
You know it's not going to beone one and done.
We, you know it's not going tobe one and done.
We're going to keep trying,we're going to keep updating you
, letting you know if we haven'tbeen in connection with them
(10:08):
and stuff.
So there's just so much more tothe art of referral and how you
do it that can completelychange someone's business for
both think.
If you are in a relationshipwhere you're referring, this
needs to be something thatpeople talk through and people
(10:31):
have discussions.
Okay, you know, when I meetwith a business referral or a
CPA or I mean any type of personin business that I can refer,
you know, my first question isalways are you looking for a new
business?
Sure, that's important, right,looking for a new business?
Chad Trease (10:46):
Sure, that's important right?
Lacey Moores (10:48):
We want to know that piece.
Yeah, yeah, I'm always lookingto grow Perfect.
How do you want to be referred?
Tell me the best way somebodycan refer you.
And that could be a little bitdifferent, right, depending on
the business and whatnot.
So I think it's such a valuablequestion, but I will tell you
what as soon as I ask that, themood between both of us change
(11:09):
real quick, right, and they'relike wow, nobody asked me that.
Chad Trease (11:14):
Right, it becomes collaborative, yeah Right.
Lacey Moores (11:17):
And okay, well, this is what I'm looking like.
This would be the best way.
Send them here, do this, dothat.
This is our process, because Iwant to know what their process
is for sure.
We all have different processesand we know what converts the
best, and so get that piece.
But you know what alwayshappens after we get through
that.
Do you know what that personturns around and does?
Chad Trease (11:35):
How do you want to get referred Right?
It becomes right, I'm assuming.
Yeah, absolutely, they ask thesame question back.
Lacey Moores (11:41):
They ask the same question back and that's you
know, a big topic is making sureyou give value first.
Right, and my value will alwaysbe are you looking to grow?
How can I help with that?
And as they explain that I'mreally thinking about in my
sphere, in my business, in whatI do.
Could I help this guy?
(12:01):
Could you know how could I doit?
Am I going to run across people?
Okay, cool, you are looking.
How do you want me to get themto you?
What does that look like?
I have a CPA that I love andhe's great and super high level,
but I want to make sure, hey,are you going to be taking on
just W2, you know, super simpletax returns?
Chad Trease (12:22):
Who's your core client?
Lacey Moores (12:23):
Yeah, Right, who do you want?
Is your?
Is your business set up to takeon those Like?
You want to know those thingsso that when you're referring
and you do master that arteryreferral, you are sending them
to the right place.
You know and you know what theywant.
So I just think it's so muchmore than what people give
referral credit for.
Chad Trease (12:43):
Yeah, definitely.
I think that they.
The big missed piece for sureis how it elevates you.
The person giving the referralelevates you in the mind of the
person you're giving it to asthe consummate pro right.
Um, for as far as they'reconcerned, it starts to um,
confirm that they chose theright person when they have
(13:06):
their own network that they'regoing to tap you into, they're
going to not give you homeworkto go and do.
All of those things areabsolutely crucial, but I think
they're missed most of the timebecause it's so easy to say hey,
here's a phone number, here'sthree names, whatever it is,
reach out to them.
They'll, even if you said like,even with conviction, and hey,
(13:27):
they'll take great care of you.
Whatever it is that you say, um, it is trumped a hundred times
over by giving that referral inthe way that it's like we have
such a great relationship, theywill call you within an hour.
Um, you know that that's therelationship that we have.
They're amazing.
So expect a call from themwithin an hour.
And you just set that up withthe person and then, um, it
(13:50):
becomes really, really powerful.
Um, when they, when, then theystart delivering on that,
they're like wow, they saidthey'd call within an hour.
Lacey Moores (13:56):
They called 20 minutes later, you know, and
we're having this conversation,so um there's a ton of power and
, yeah, anything I could do tocall on or before that hour
automatically now creates youagain as so much value.
Chad Trease (14:29):
Right.
Lacey Moores (14:30):
Like people do what he says, they do, people do
what he you know.
It's just so much more value.
It just puts you in just awhole nother level.
And now people know that you'rethe trusted person for all
these things, not just if you'rethe realtor here.
You know the, the, the realestate side or this or that,
like you're the go-to for all ofit.
Chad Trease (14:50):
Yeah, for me, when you, when you don't, when you
give a referral that doesn'thave the conviction to it, that
doesn't have the system processto it, um it what it really does
is it shows a lack ofconfidence, I think, and it
creates a lack of confidence inthe person that you're giving
that referral to, which is hugeand, um, I just think, man, if
(15:11):
you can come off with that likethat air of confidence, um, it
just is going to elevate you inthat person's mind and um, to me
that's, that's everything youknow instilling confidence in
people that you, man, they madethe right choice by hiring you,
because you're just deliveringin every way.
They didn't know that they hiredyou to also deliver their
(15:32):
network of people, and then theystart rolling that out.
It's like really rolling outthe red carpet for people.
Lacey Moores (15:36):
Makes it huge.
Makes it huge.
Well, I hope this helps.
I think we could go on and onand on about the value behind.
You know a good referral, but Ithink, no matter how long
you've been in the business, youcan sometimes fall into the
easy slope right the easy or youcould have been really good and
kind of like not gotten awayfrom it.
(15:58):
I think, thinking truly aboutwho you're in business with, do
we align, do we grow somethingamazing and are we on the same
page?
And then continuing to work onthat?
You know I meet, I have aninsurance guy that we have
worked together for years, butwe meet together and we talk
about how we do with conversionand he'll ask me how is my team
(16:20):
doing?
Can we do better?
Are we?
Is there anything you know thatwe can change to get better?
Like constantly working onthose things to figure out how
to fine tune it, how to make itbetter.
Chad Trease (16:32):
Yeah, I think that, yeah, continuing to make it
collaborative right as you goalong, cause you're just going
to have tweaks to it.
For me, it's the fine detailsLike yes, you can run a great
business by doing you knowpretty good at giving referrals.
The art, by making it an artform, by really tapping into
these things, is when yourbusiness shines so much like
(16:52):
more above the average right.
It's those fine little detailsthat people feel like they're
taking care of at a completelydifferent level and it makes
them feel different.
And that's what it's all aboutIn my mind.
At the end of the day, it's allabout how you make people feel.
And this just makes people feelcompletely different.
(17:14):
And you will be surprised.
They will start referring you,those clients that you referred.
They will become a greatbecause now you've given them an
example of how a great referrallooks.
Yep, now they have a good.
Just subconsciously, they havea great idea of how to refer to
you.
They're not going to give threenames for a realtor.
That customer is going to be soblown away and has seen what
(17:35):
the power of a great referrallooks like.
And then you're kind of justpaying it forward.
Lacey Moores (17:40):
Yep Right.
Well, they don't remember whatyou said, but they sure remember
how they, how you made themfeel Right.
Chad Trease (17:45):
Yeah, officially, they don't.
People will forget what yousaid, they'll forget what you
did, but people will neverforget the way you made them
feel.
As the Maya Angelou quote is myfavorite.
Sorry, I didn't mean to correctyou, but it's my favorite quote
in the world.
So if there's one quote that Iwould correct you on, it would
only be that one.
But it's super powerful, right,and this is definitely.
Lacey Moores (18:10):
It just hits the nail on the head on that.
Chad Trease (18:12):
I'm glad we talked about it today.
Guys, if you're going to do onething from this episode, just
really look at who your partnersare right away.
Look at who your partners areand, if you're referring with
anything that shows any lack ofconfidence whatsoever, just
start making those little tweakssuper simple things to do.
It will pay huge, hugedividends for your business.
(18:34):
Absolutely.
Thanks for tuning in, guys.
Thanks guys.
Share this with anybody thatwould find it helpful.
We appreciate it and we willsee you in a couple of weeks.
Lacey Moores (18:41):
Thanks.
If you're listening to this, chances are you are in
the business of givingreferrals, receiving referrals.
You're definitely in the worldof referrals.
What you might not know isthere is truly an art form to
giving referrals that can changeeverything.
If you want to learn about that, this is going to be the
episode for you.
This is the Secret SaucePodcast with Chad Treese and
(00:26):
Lacey Moores, where we want tohelp people build big businesses
and live big lives.
We think every episode's goingto maybe give you one ingredient
that you can add to your recipeto create your own secret sauce
.
Let's get into it.
Lacey Moores (00:44):
I am going to.
We're going to go down one roadof a referral and then another
road.
Okay, so, let me set the stagehere and hopefully this doesn't
offend anybody.
But we are at a doctor's officeand I am going to be the doctor
and you're the patient, and Iam coming to you to let you know
(01:04):
we have some really bad news,okay, okay, so, um, it could be
anything like I could make up astory.
Let's you know, I'm letting youknow that you have cancer.
Okay, um, and I'm going torefer you to somebody, so let's,
we'll roll through that.
I'm going to do a different one.
Are you ready?
Chad Trease (01:22):
Okay, I'm ready.
Lacey Moores (01:23):
All right.
Hey, chad, you know I'vealready told you about what we
found with your scans, and thenext step is going to be
treatment, and I know this is ascary time.
I want to give you three placesthat you could go.
Here's all three of them.
Just feel free to call aroundand choose whoever it is that
(01:44):
you want to go work with, butthat's going to be the next step
from here, and I'm really sorryabout everything that we found
today, but these are going to beyour next steps.
Do you have any questions forme?
Chad Trease (01:56):
So I have cancer and you're giving me some
homework.
Lacey Moores (01:58):
I'm giving you three places that you're going
to be calling for treatmentbecause that's your next step,
right?
And so how do you feel aboutthat?
What kind of feel?
Well, don't answer that yet.
Chad Trease (02:10):
Okay.
Lacey Moores (02:10):
Let's do the next one and then you can compare
them.
Yep, okay, all right, here wego, so I'm coming back in.
Hey, chad, I know we've alreadygone through everything that we
just found out.
I'm really sorry to tell youabout that.
Listen, there's a lot ofoptions out there that you could
go to for treatment, and Icould give you a three on a
piece of paper.
Do you want to?
Chad Trease (02:30):
know where I'd send my mom to, absolutely.
Lacey Moores (02:32):
Yes, if this was my mom, in this situation, there
is only one place I would sendher to.
There is only one place that Iabsolutely love, that I would
completely trust your life withand in fact I can give you that
information but I'm close withthem.
I'd love to actually call them.
I'd love to have them reach outdirectly to you and set that
appointment so they can get youin their schedule.
How does that make you feel?
Chad Trease (02:55):
Way different, for sure, yeah, I mean, if I'm still
in the role play yeah, liketell me the difference between
the two.
Okay, so we're out of the roleplay now and I can just be
honest with you.
Like, yes, the the differenceis night and day.
Uh, but like the example numbertwo, for sure, like
automatically, like I feel alittle bit more at peace that
there is, um, somebody has aplan right, and that I don't
(03:19):
have to come up with the planand that the plan doesn't give
me more work to do.
Um, I want to know that there'san expert that has things
handled and like I don't knowwhat questions to ask when I
call you know how do you pick,right Like yeah an oncologist or
or whatever, like I wouldn'tknow what questions to ask.
(03:39):
I wouldn't even know where tobegin.
It's like when we sit down withfirst time homebuyers and ask,
like what question right off thebat, do you have any questions?
And almost everybody, ninetimes out of 10, says what I
don't even know, what I don'tknow, don't even know where to
start Right.
Exactly so, sending me to goask questions that I don't even
know and then try to make acomparison, I'm probably not
(03:59):
going to call.
I'm definitely not going tocall all three?
Lacey Moores (04:02):
How do you even pick right?
Do you pick out of the threewhoever's the first one listed
and start Like?
It just opens up so muchconfusion.
Chad Trease (04:10):
Right.
Lacey Moores (04:11):
Right and what should I be doing and what's the
right way?
I don't know how to pickbetween them.
What's going to be thedifference?
Like it's just so much and infact I think what it.
What does it do?
I'm not you to answer that.
Going listening to those.
How does it make you feel aboutme, the doctor in scenario one
and scenario two?
Chad Trease (04:31):
Yes, scenario one would make you feel like maybe I
didn't pick the right doctor tobegin with, because the whole
reason I'm here is for you todirect where, what, what we're
doing, right, right, uh, I cameto you as the expert, right, and
now I feel like you're kind ofpassing the buck a little bit
and you don't it, it, it, itmoves you down in my mind as far
(04:55):
as an expert, um, I'm I'm nowthinking of you a little bit
less as an expert, um, andreally just somebody who's, like
can deliver some news and say,okay, here, go, do this thing
and I'm going on to the next,versus I'm involved, I care and
I've done the work to make surethat the next step is also one
that is, you know, is not notit's going to be enjoyable to go
(05:18):
like to an oncologist, probably, but that the next step in this
process has already beenpredetermined for me and that
they feel really, reallyconfident about it, like, so it
just instills confidence in me,um, and your choice in me right.
Lacey Moores (05:34):
Like you have confidence in your choice and
who you're working with, I haveconfidence in the plan.
Chad Trease (05:37):
I have confidence in you.
Um, yeah, it's night and daydifferent, for sure, right, uh,
point made for sure.
Yeah, um, and there's a hugegap there in our businesses,
everybody out there, whetherit's real, talking to realtors,
talking to lenders, whetherthey're referring inspectors or
title companies or lenders orwhatever it is, there is a huge
(05:59):
difference and the analogy playsthat you know across the board.
Lacey Moores (06:02):
Right.
I just think it's.
There is an art to it and Ithink that people miss this.
And I, I know, um, there's,there's training out there.
You know, um, on the on thereal estate side, realtors will
be trained, that you have togive out three.
And I, I always challenge that.
I'm like do you give out threetitle companies?
Do you give out three lenders?
Do you give out three insurancecompanies?
(06:23):
Do you give out three roofers?
You know inspectors.
No, I just three lenders, youknow.
But regardless, it sets up avery confused person to then try
to figure out what is the rightplay here, what is the right
move.
And so you know, for me as alender, when I refer out, I'm
(06:43):
not referring one client tothree different realtors.
I ain't going to do it to them.
I'm going to figure out who'sthe best for that client, right,
and make that type ofintroduction.
And maybe it is.
I rotate between several when Iget those people, but I'm never
going to put them up againstthree, because I feel like it
makes me look like I'm notreally sure who's going to be
(07:05):
better for you.
And I want that client to knowlisten, you're looking here,
this is what you want, I havethe perfect person that's going
to take the best care of you.
I work with a buck.
This is the one.
This is the one I would havetake care of you, and it just
brings so much more confidencein their trust in me and what
they've hired me to do.
Chad Trease (07:24):
Right, I'm with you a hundred percent.
I've thought about this as wellwhen I'm giving referrals to
people.
There was times for surethrough my business that I was a
little less sure of myself or Ididn't want to come off as
pushy or I didn't want them tothink there was something in it
for me.
There's a lot of reasons whypeople don't kind of push the
(07:48):
issue on that or aren't willingto take that leap of just being
really monomaniacally focused onone person right, Versus giving
, uh, multiple names and it's acop out.
Lacey Moores (08:01):
Well, yeah, let's talk about why they do it.
You know they're worried, right, if it doesn't go well, that's
a reflection on them.
Well then, that needs I meanyou need to be aware of the who
you're referring, right, like,if you even have that thought
process, maybe you're not, maybeyou're not paired up with the
right, you know relationship forthem, right, and let's be
completely transparent on thatis that if you give 10 names and
(08:25):
things don't go as planned andthey choose one of those 10,
they're still blaming you.
Chad Trease (08:30):
So, it doesn't matter how many names you give,
you know, and, and so you lookjust as bad if things don't go
as well.
So your very best plan ofattack is to find the one person
that you think that has theabsolute lowest risk of things
going bad and referring them tothat one person either way,
right?
So yeah, so we can check thatbox.
That's not a great reason to,but I do understand how people
(08:52):
think that way.
Lacey Moores (08:52):
Sure Well, I think it's good to bring it to light,
because you know, then you gothrough that Um.
Now you know when we arereferring um or or just really
anybody in general.
You know the end of that, thesecond one that I told you.
I asked if I could have themreach out to you.
Chad Trease (09:11):
Right.
Lacey Moores (09:12):
When I asked them if I could have them reach out
to you.
There's a couple things that Iwant to point out, why that
piece is so important.
If I give you the contactinformation, then it's up to you
to make the connection.
It's up to you to call.
It's up to you to make theconnection.
It's up to you to call.
It's up to you to figure thatout.
And sometimes, a lot of times,it doesn't always happen right,
(09:33):
and in our businesses and stuffit's where conversion can
definitely go down.
But when we do it the other wayand we say, hey, I'm going to
have them call you, well, firstof all it makes you feel a
certain way.
Chad Trease (09:43):
Yeah psychologically it's just
different.
Lacey Moores (09:48):
Yeah, you're going to do that for me, thank you,
that's one less thing I have todo.
They're going to call me Um,but then it also completely
increases that conversion rate.
You know, to be able to um,give your like for me, like we
have a process, man, if we get alead, we're going to, we're
going to keep trying.
You know it's not going to beone one and done.
We, you know it's not going tobe one and done.
We're going to keep trying,we're going to keep updating you
, letting you know if we haven'tbeen in connection with them
(10:08):
and stuff.
So there's just so much more tothe art of referral and how you
do it that can completelychange someone's business for
both think.
If you are in a relationshipwhere you're referring, this
needs to be something thatpeople talk through and people
(10:31):
have discussions.
Okay, you know, when I meetwith a business referral or a
CPA or I mean any type of personin business that I can refer,
you know, my first question isalways are you looking for a new
business?
Sure, that's important, right,looking for a new business?
Chad Trease (10:46):
Sure, that's important right?
Lacey Moores (10:48):
We want to know that piece.
Yeah, yeah, I'm always lookingto grow Perfect.
How do you want to be referred?
Tell me the best way somebodycan refer you.
And that could be a little bitdifferent, right, depending on
the business and whatnot.
So I think it's such a valuablequestion, but I will tell you
what as soon as I ask that, themood between both of us change
(11:09):
real quick, right, and they'relike wow, nobody asked me that.
Chad Trease (11:14):
Right, it becomes collaborative, yeah Right.
Lacey Moores (11:17):
And okay, well, this is what I'm looking like.
This would be the best way.
Send them here, do this, dothat.
This is our process, because Iwant to know what their process
is for sure.
We all have different processesand we know what converts the
best, and so get that piece.
But you know what alwayshappens after we get through
that.
Do you know what that personturns around and does?
Chad Trease (11:35):
How do you want to get referred Right?
It becomes right, I'm assuming.
Yeah, absolutely, they ask thesame question back.
Lacey Moores (11:41):
They ask the same question back and that's you
know, a big topic is making sureyou give value first.
Right, and my value will alwaysbe are you looking to grow?
How can I help with that?
And as they explain that I'mreally thinking about in my
sphere, in my business, in whatI do.
Could I help this guy?
(12:01):
Could you know how could I doit?
Am I going to run across people?
Okay, cool, you are looking.
How do you want me to get themto you?
What does that look like?
I have a CPA that I love andhe's great and super high level,
but I want to make sure, hey,are you going to be taking on
just W2, you know, super simpletax returns?
Chad Trease (12:22):
Who's your core client?
Lacey Moores (12:23):
Yeah, Right, who do you want?
Is your?
Is your business set up to takeon those Like?
You want to know those thingsso that when you're referring
and you do master that arteryreferral, you are sending them
to the right place.
You know and you know what theywant.
So I just think it's so muchmore than what people give
referral credit for.
Chad Trease (12:43):
Yeah, definitely.
I think that they.
The big missed piece for sureis how it elevates you.
The person giving the referralelevates you in the mind of the
person you're giving it to asthe consummate pro right.
Um, for as far as they'reconcerned, it starts to um,
confirm that they chose theright person when they have
(13:06):
their own network that they'regoing to tap you into, they're
going to not give you homeworkto go and do.
All of those things areabsolutely crucial, but I think
they're missed most of the timebecause it's so easy to say hey,
here's a phone number, here'sthree names, whatever it is,
reach out to them.
They'll, even if you said like,even with conviction, and hey,
(13:27):
they'll take great care of you.
Whatever it is that you say, um, it is trumped a hundred times
over by giving that referral inthe way that it's like we have
such a great relationship, theywill call you within an hour.
Um, you know that that's therelationship that we have.
They're amazing.
So expect a call from themwithin an hour.
And you just set that up withthe person and then, um, it
(13:50):
becomes really, really powerful.
Um, when they, when, then theystart delivering on that,
they're like wow, they saidthey'd call within an hour.
Lacey Moores (13:56):
They called 20 minutes later, you know, and
we're having this conversation,so um there's a ton of power and
, yeah, anything I could do tocall on or before that hour
automatically now creates youagain as so much value.
Chad Trease (14:29):
Right.
Lacey Moores (14:30):
Like people do what he says, they do, people do
what he you know.
It's just so much more value.
It just puts you in just awhole nother level.
And now people know that you'rethe trusted person for all
these things, not just if you'rethe realtor here.
You know the, the, the realestate side or this or that,
like you're the go-to for all ofit.
Chad Trease (14:50):
Yeah, for me, when you, when you don't, when you
give a referral that doesn'thave the conviction to it, that
doesn't have the system processto it, um it what it really does
is it shows a lack ofconfidence, I think, and it
creates a lack of confidence inthe person that you're giving
that referral to, which is hugeand, um, I just think, man, if
(15:11):
you can come off with that likethat air of confidence, um, it
just is going to elevate you inthat person's mind and um, to me
that's, that's everything youknow instilling confidence in
people that you, man, they madethe right choice by hiring you,
because you're just deliveringin every way.
They didn't know that they hiredyou to also deliver their
(15:32):
network of people, and then theystart rolling that out.
It's like really rolling outthe red carpet for people.
Lacey Moores (15:36):
Makes it huge.
Makes it huge.
Well, I hope this helps.
I think we could go on and onand on about the value behind.
You know a good referral, but Ithink, no matter how long
you've been in the business, youcan sometimes fall into the
easy slope right the easy or youcould have been really good and
kind of like not gotten awayfrom it.
(15:58):
I think, thinking truly aboutwho you're in business with, do
we align, do we grow somethingamazing and are we on the same
page?
And then continuing to work onthat?
You know I meet, I have aninsurance guy that we have
worked together for years, butwe meet together and we talk
about how we do with conversionand he'll ask me how is my team
(16:20):
doing?
Can we do better?
Are we?
Is there anything you know thatwe can change to get better?
Like constantly working onthose things to figure out how
to fine tune it, how to make itbetter.
Chad Trease (16:32):
Yeah, I think that, yeah, continuing to make it
collaborative right as you goalong, cause you're just going
to have tweaks to it.
For me, it's the fine detailsLike yes, you can run a great
business by doing you knowpretty good at giving referrals.
The art, by making it an artform, by really tapping into
these things, is when yourbusiness shines so much like
(16:52):
more above the average right.
It's those fine little detailsthat people feel like they're
taking care of at a completelydifferent level and it makes
them feel different.
And that's what it's all aboutIn my mind.
At the end of the day, it's allabout how you make people feel.
And this just makes people feelcompletely different.
(17:14):
And you will be surprised.
They will start referring you,those clients that you referred.
They will become a greatbecause now you've given them an
example of how a great referrallooks.
Yep, now they have a good.
Just subconsciously, they havea great idea of how to refer to
you.
They're not going to give threenames for a realtor.
That customer is going to be soblown away and has seen what
(17:35):
the power of a great referrallooks like.
And then you're kind of justpaying it forward.
Lacey Moores (17:40):
Yep Right.
Well, they don't remember whatyou said, but they sure remember
how they, how you made themfeel Right.
Chad Trease (17:45):
Yeah, officially, they don't.
People will forget what yousaid, they'll forget what you
did, but people will neverforget the way you made them
feel.
As the Maya Angelou quote is myfavorite.
Sorry, I didn't mean to correctyou, but it's my favorite quote
in the world.
So if there's one quote that Iwould correct you on, it would
only be that one.
But it's super powerful, right,and this is definitely.
Lacey Moores (18:10):
It just hits the nail on the head on that.
Chad Trease (18:12):
I'm glad we talked about it today.
Guys, if you're going to do onething from this episode, just
really look at who your partnersare right away.
Look at who your partners areand, if you're referring with
anything that shows any lack ofconfidence whatsoever, just
start making those little tweakssuper simple things to do.
It will pay huge, hugedividends for your business.
(18:34):
Absolutely.
Thanks for tuning in, guys.
Thanks guys.
Share this with anybody thatwould find it helpful.
We appreciate it and we willsee you in a couple of weeks.
Lacey Moores (18:41):
Thanks.
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