Today’s episode looks at referrals and where your business really comes from. Referrals generally consist of either repeat clients who keep coming back, or new clients who have been referred to you by a trusted family member or friend. Matt and Garrett explain the 2:1 ratio in terms of referrals, with the goal being more honest-to-goodness referrals than repeat business, as this is where you can truly unlock the referral potential that your business has to offer. But building a strong referral-based business does not mean simply pursuing people and asking them to give out your information - this is not part of the equation. Instead, what sets you apart is a high level of care of concern for your clients, and maintaining strong relationships, as this is where the real referrals come from. Join Matt and Garrett as they break down how to set up a quality referral system, whether it comes naturally or is something you need to work toward. They talk about building momentum and keeping the flywheel spinning once you get started, the role of auto flow and customer care systems, and using marketing strategies to make sure your name stays top of mind as people discuss real estate decisions within their social circles. If you’re not currently operating at a 2:1 referral ratio, today’s episode will show you how to tap into opportunities that are already on the table, and help create a tribe of people who cannot wait to send you business! Tell us where you listen to the podcast by joining the Ninja Selling Podcast group on Facebook at www.facebook.com/groups/theninjasellingpodcast. There you can also ask questions, give advice, and connect with other Ninjas. If you have not been accepted to the group yet, please check your messages for a follow-up from Matt. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit NinjaSelling.com/events for more information about upcoming open installations.   Episode Highlights:  Referrals consist of either 1) Repeat clients who keep coming back, or 2) New clients who have had you recommended to them Goal with referrals is to have a 2:1 ratio, with more brand new referrals than repeat business 1:1 is also great, but 2:1 is where you’re truly maximizing your referral potential The overall trend right now is 2:1 Garrett believes this is because in times of uncertainty or weirdness, people turn to their tribe for advice more than ever, and friends and family give the name of someone they really trust who can help Building strong relationships and taking great care of your clients is crucial, and you will be rewarding greatly for making this a priority It’s not about pursuing people or bombarding them with marketing, asking them to refer you to everyone you know - this should never be part of the equation When you truly care about your clients and what’s going on in their world, that is where the strong referrals really come from Some people have that natural ability to show they care and want to be involved, while others may need to build a system to help this happen This won’t happen overnight - it’s a matter of building momentum Auto flow and customer care system  Use of marketing tools is also important, as it gives clients a piece of content that they can directly show other people This also keeps you top of mind when people are discussing real estate needs within their social circle Having a built-in system and truly caring about your clients will open so many doors and make sure you never leave another referral on the table   Quotes: “My goal always is to get somebody to a 2:1 ratio. If I can get them to a 2:1, that is where I'm like, Okay, you are really maximizing the referrals, you're crushing it.” “If you're not at a 2:1 now, that's okay. Having a lot of repeat business is a great thing. Like even 1:1 is really good.” “[The 2:1 ratio is] when you know you have fully unlocked the referral potential that your business has to offer.” “In times of uncertainty, in times o