Referrals are a powerful tool to use in lead generation toolshed. Referral leads tend to move faster in your pipeline, they're more likely to close, and they end up becoming fantastic clients. But referral generation is used unevenly across professional services firms. On this episode, John and Mark outline a process on generating new referrals:

1. Create a list of potential referrers
2. Define your ideal client and be prepared to articulate them
3. Develop a story about results to be used during the meeting
4. Set goals, get organized, and measure progress and results
5. Ask permission to have the Referral conversation
6. Schedule a meeting to talk and brainstorm with them
7. Describe your ideal client and offer a Client Success Story
8. Get an introduction
9. Follow up with thank you's and progress

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