How to Get More from Your Referral Network

I recently wrote an article for the Los Angeles Business Journal on the topic of referral sources—how to identify the good ones and how to get the most out of them. One of my recommendations concerned a rather unsexy but useful concept: being organized.

Most people don't have an organized system for managing their referral sources. They rely on their unreliable memories to tell them when it's time to reconnect or send a referral. This is an imprudent practice given that many of us depend on our referral sources for a significant portion of incoming business.

Perhaps you already have a system that of maximizes the business potential of your professional network. Maybe you are a CRM convert or a LinkedIn power user. But for those of you who are still using your noggin, here is my recommendation: organize your relationships with a spreadsheet that tracks the referrals you've sent, the ones you've received, and the last time you connected. That way you can stay top-of-mind with those whose attention matters most.

To read the full LABJ article, click here.