From a Short Chat to Strong Referrals

Read Time - 3 Minutes

From a Short Chat to Strong Referrals - Your 15-Minute Meeting Blueprint

A few months ago, we released a newsletter titled:
"How To Get A Referral Partner To Want To Send You Clients."

Since then, I’ve gotten variations of the same question over and over again:

Whether you’re brand new to networking or you’ve been having referral meetings for years, this might help you take things to the next level.

Because here's the truth:

Most people treat these meetings like casual introductions. But the real opportunity?
It’s to leave the other person thinking:

That’s the goal.

And it doesn’t take an hour-long lunch to make that happen.
You can do it in 15 minutes — if you’re intentional.

The Real Goal of a Referral Meeting

Many agencies walk into these meetings thinking they need to explain what they do.
Selling themselves.

If you do this, you immediately blend in with the rest of the home care meetings the referral partner has that week.

Yikes…

These meetings aren’t about pitching your services.
They’re about building trust — fast.

The real goal is to position yourself as a valuable local resource, not just a business looking for clients.

Here’s a simple way to do it.

Start With a Framing Statement

This sets the tone and gives purpose to the meeting.

Try something like:

You’re not asking for anything yet.
You’re offering something valuable — the chance to be referred.

Ask These 3 Questions

Now shift the focus to them. These questions open up conversation and show you care:

1. “What kind of clients do you serve most?”
   → Helps you understand who they help and how.

2. “When someone needs more help than you can offer, what do you usually do?”
   → Gives you insight into their referral habits.

3. “If I sent someone your way, what should they know before reaching out?”
   → Shows you’re serious about sending them qualified referrals.

This part of the meeting should feel like it’s all about them — because it is.

Make Referring You Easy

Now that you’ve built trust and listened well, make it simple to refer you.

Leave behind:

• A few cards or flyers with a clear message and your direct number

• A 1-page overview with:

  • Who you help best

  • What makes you different

  • A simple call-to-action (“Request a Callback in 15 Minutes”)

Pro tip: Ask for their materials too.

This small gesture reinforces that you’re serious about referring them as well.

End With a Soft Invite

Once the connection’s been made, gently invite reciprocity:

Say it warmly. Then let it sit.

Why This Works

• You came in with a reason to meet.

• You spent most of the time learning about them.

• You offered value without pushing for referrals.

• And you made it easy to pass your info along.

You made the meeting feel valuable.
And that’s the part they’ll remember.

Final Thought

You don’t need to be polished or persuasive.

You just need a plan, a little structure, and a generous mindset.

The best referral relationships don’t come from perfect pitches — they come from people who show up with a real reason to connect.

Use your next 15 minutes to make the other person feel heard, valued, and excited they talked to you.

Follow up often.

And the referrals will follow.

See you next week.

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Let me know if you’d like a printable checklist version of this — I can put one together.