When someone refers a client to you, they're lending their own reputation. The speaker argues most professionals waste this borrowed trust with a quick thank-you note, then forget about the person who made the introduction. Real success means honoring referrers with genuine care and reciprocal attention.
You've been on that listing appointment where they said, "I feel like you're our person. I'm going to use you, connect to you." And it's got nothing to do with your wonderful presentation. It's got nothing to do with your years of experience. It's everything to do with the way that you show up and whether or not they feel like you are a trustworthy person. Sometimes your trust is given to you by the person that sent them to you. Do we do enough to take care of those client referrals? When the best friend says, "Oh, you have to call Jo, I love her so much." What do we do for the best friend? You send a thank you note and kind of roll on, probably. But do we love on them the way that they love on us because they gave their trust to us? I don't know that we've honored that enough as a profession because we do move so quickly to the next transaction.
