How to Get More Referrals Without Asking for Them w/Stacey Brown Randall

You know you’re delivering great results - now let’s make it easier for clients to refer you!

In this episode, I sit down with Stacey Brown Randall, author of The Referable Client Experience and Generating Business Referrals Without Asking - to discuss what it takes to grow your business consistently through referrals (and spoiler: it's not just delivering great results).

We talk about how to intentionally design a customer experience that creates loyal, raving clients who want to refer you - without awkward asks or cringey follow-up scripts. Stacey breaks down her proven framework for turning great client relationships into a steady stream of warm, aligned referrals - all rooted in human connection, not pressure.

Inside this conversation, you’ll learn:

• Why “doing great work” isn’t enough to earn consistent referrals
• 3 stages of the client journey (new, active, alumni) and how the way your customer feels at each stage impacts their referrals
• How to balance work touch points with relationship touch points
• How to make referrals feel effortless - for both you and your clients

If you’re ready to stop relying on favors and start earning referrals that feel genuine, timely, and aligned, this episode is your roadmap.

Links & References:

• Want more ways to get referrals?  Join us at the next PWR Virtual Speed Networking Event!
• For faster business growth through networking, strategy and accountability, check out the  Powerful Women Rising Business Growth Community!
• Learn more and connect with Stacey Brown Randall on Instagram or at www.staceybrownrandall.com

Chapters

• 0:00 Welcome And Why Referrals Matter
• 0:58 Stacy’s Origin Story And First Book
• 2:06 Rethinking Referral Groups And Myths
• 3:08 The Referrals Ecosystem: Three Sources
• 5:06 Client Experience Defined Beyond Service
• 6:35 New, Active, Alumni Stages Explained
• 8:45 Ideal Client Reactions And Feelings
• 10:23 Relationship Touch Points That Scale
• 12:08 The Journey Card Example
• 14:01 Managing The Lull Of Complacency
• 15:25 Bridging The Gap To Referrals
• 16:12 Right People, Hot Zones, Moments
• 17:36 Practical Referral-Seed Language
• 18:32 Where To Get The Book And Resources
• 19:25 Closing Gratitude And Takeaways

Transcript

SPEAKER_00: 0:02

Hello, Stacey. Welcome to the Powerful Women Rising Podcast.

SPEAKER_01: 0:05

Thanks for having me, Melissa. It's great to be here.

SPEAKER_00: 0:08

Yeah, so good to have you. So we are talking about your, well, we're talking about a lot of things, but you have a new book out, which I'm super excited for you. Um, excited to talk about that a little bit and share that with people. And, you know, I reached out to you specifically after I heard you on another podcast because I just loved everything that you were talking about in terms of building business through referrals. But, you know, doing it, the phrase I use is being a salesy weirdo. So how do we build our business through referrals without being a salesy weirdo? And so I wanted you to come on and talk about that and share that with people. But before we dive into all of that, tell us just a little bit about you and about what you do.

SPEAKER_01: 0:48

Yeah. So thanks again. I am excited to be here. Always love the opportunity to bust some myths when it comes to what people think is true about referrals. Um, and I'm excited for us to dive into that. So I have been working with small business owners for the past 12 years, um, showing them that you can generate referrals without asking, without manipulation and without having to pay for them or network all the time. Um, but it's really been, I would say, you know, people always ask me, like, how did you start this? Like, how'd you just decide to teach referrals differently? And I'm like, because I had to, because my first business failed. I was starting my second business and I needed referrals to work for me. Um, so that really is what started my journey. And now I've been doing this for 12 years. It's crazy to think, like, I have my I have three kids, and two of them are seniors in high school, and I have a sophomore. And I'm like, wow, when I was starting this, like they were still, they were like in elementary school. I mean, it makes me feel quite old, actually. Um, but you know, referrals are evergreen. We need them good economy, bad economy, global pandemic, unrest. It doesn't matter. Referrals are always a way that uh business owners are gonna want to generate their clients. And so it's nice to have kind of a solution that people can come to regardless of what's going on in the world.

SPEAKER_00: 2:06

Yeah, absolutely. One of the things that I really love about your book and about the way that you talk about referrals is I think for so many people, we think of referrals as like, okay, I'm gonna be in a referrals group, right? Like I'm gonna join this group where Joe is a plumber. And so Joe the plumber is gonna tell everyone he knows to hire me, and I'm gonna tell everyone who needs a plumber to hire Joe the plumber. We've never worked with each other before. I don't even know if Joe knows how to be a plumber, but he's in my leads group. So I'm gonna refer him and he's gonna refer me, and that's how we're gonna build our business based on referrals. And there's really like not only is there a totally different way to do referrals, but there's also a lot more to it, you know, like, and that's why I like what you talk about in terms of the referrable client experience, because it's not just about I'm gonna refer you and you're gonna refer me. So let's start kind of at the beginning of uh, you know, kind of what the basis of your book is and tell us what it means to have a referable client experience.

SPEAKER_01: 3:08

Yeah, I'm glad you kind of used that example because it's really important for people to understand that the way I teach referrals is that referrals live in an ecosystem within your business. They are probably hiding in lots of different places and could be uncovered. You just don't know where to look. You don't know what, like what type of plans you need versus what type of tactics you need and where things are. So, you know, it's interesting. Um, my first book. So the book we're talking about, referral client experience, is actually my second book. When my first book came out, generating business referrals without asking, people would say to me, like, okay, great. So I'll like follow your five steps and then I'll get referrals and this will be great, and I'll have the success your clients are having, like, and I'll know everything I need to know. And I was like, oh, no, wait. That's based on one strategy. One of the foundational, I think I teach three foundational strategies that every business should have. Now, there are 17 other strategies that go along with that, but they're situational and they're next level, and you don't always need them. But everybody needs the foundational three. And so that really started pushing me to be like, all right, I probably need to write another book so people can understand where things fit. So the way I kind of talk about where the referral client experience fits in into your referrals ecosystem is think about referrals coming from three groups of people, right? The first group of people, it's usually your low-hanging fruit, it's usually the easiest group to get more referrals from, are the people who are already referring you. So if you've been in business more than a year, you probably have received some referrals. Maybe not a ton, or maybe you have gotten a ton, but you probably have the longer you're in business, you probably have people who've referred clients or prospects that didn't become clients to you. That's one group. Those are what we call existing referral sources. Referral sources is just the term we use to describe people who refer you, right? So that's existing referral sources mean they've done it before. Then you have the potential referral sources. Those are the people that have never referred you and you really want them to, and you wish they would. You want them to become an existing referral source. Um, but how you cultivate somebody who's never referred you is very different than how you cultivate somebody who has referred you. And so those are two different groups of people. We've got our existing referral sources and we've got our potential referral sources. And the third group are our clients within our client experience. Now, that's not to say clients don't land on either of the two other groups, but when we're working with a client, we want to have a referral client experience that is kind of always in operation mode, right? It's this repeatable client experience that's happening for everybody that's really percolating the idea of referrals throughout the time of somebody working with you. And so that doesn't mean every client will refer just because they go through your referral client experience, but it's definitely going to catch those that would and will. Um they just need a little bit of help in that area. And so with the referable client experience, I always tell my clients, it's like, okay, we know people who've referred you, people you want to refer you, and then your clients. Those are the three main groups. And make sure you have, of course, plans in place for each of those three groups. The referable client experience is kind of the one that's almost it's as close as you can get to set it and forget it. Nothing in business is set it and forget it. But it's like build it and then get it executed on implemented, and you don't really have to change it much. Um, some of the other ones, there's just more involved with those strategies. And when we think about our client experience, it really is just defined as how our clients feel when they're working with us. That's the definition of client experience, is how your clients feel when they're working with you. What I want people to do is pay attention to what you have to do on top of that to make yourself actually referable. And there is more than just doing great work.

SPEAKER_00: 6:50

Yeah, I was gonna ask that because I'm thinking about, you know, like how your clients feel when working with you. So that obviously has something to do with when they're coming into your sphere, right? Like how they're coming in, how you're converting them, uh, their experience with onboarding and as your client or receiving your products or whatever it is, um, their experience with offboarding, if that is how your funnel works or that's how your client experience works. But is it more than just like customer service and doing a good job and making sure your client gets what they came for and is happy with what you delivered?

SPEAKER_01: 7:31

Yeah, it's customer service is a part of your client experience, but it is not your client experience. And people always like, oh yeah, when there's a problem, like we solve it with our customer service, or I'm the business owner and I answer the question. So that's the customer service. And I'm like, that's a piece, right? Yeah, that's a tiny piece of the overall client experience. And what people don't recognize is that the client experience, when we say it's how your clients feel, the feelings change. As they move through working with you, what we call the the um the stages that a client goes through. We have three different stages that your clients will go through. It's new, active, and alumni. And as your clients move through those stages, they're feeling different things. And so it's really important to like drill down and understand like, okay, do we need to know how to solve problems when things happen? Yes, right. That's very, very important. But it's also understanding that as a client works with us, their feelings are changes and we need to meet them where they are. And you know, I always there's a there's a question I ask it in the book, I ask it in a lot of my presentations. Um, it's really funny when I do it on virtual presentations and I'll be like, okay, do you believe you do great work? And Melissa, as you can imagine, like the chat blows up with yes, yes, yes, yes, yes, yes, yes, right. Like, oh yeah, of course I do. Yeah, yeah, yeah. My clients love me. And then my next question is, is okay, but are you drowning in referrals? And then the response is no, no, no, no, no, no, no, no, no, no, no. Right. Like, and people sometimes think they're like, oh my gosh, I think I do great work. I've got great testimonials. My clients tell me that they love me. What am I doing wrong? And I'm always like, you're not doing anything wrong. You just don't know what it takes to be able to be referral and then bridge the gap to referrals from there. And it are, they are different things we have to do because we have been sold, you know, we've been sold a bag of lies, which says do great work equals referrals. And we're all like, but wait, it doesn't. And so where do we have to go to like close that gap? And I think that's the piece that people are missing is that it's more than the great work you do. Um, and we do the way that I teach it to my clients is we define it as a formula, right? So your referral client experience, making how your clients feel is defined by the work you do and the relationship you build. So it's like the work you do, the outputs, right? Outreaches, touch points is what we call them, right? So the work touch points you do, and that goes along with the relationship building touch points you're also doing. And so most people are like, wait, I do a client appreciation party. Is it does that count? I'm like, yes. But only if you're just doing one and a holiday card, it's probably not enough. Because we want about 20%, maybe 30%, depending on what you do, to match, right? Along with your work touch points. So if you're doing like a hundred work touch points, there's probably gonna be about 20 of them. And some of them are tiny and some of them can be bigger, and everybody kind of gets to customize their own based on what works for them. But it's this idea that if if you really want to know where a client stands in terms of how they feel, you have to show them that you see them more than just the work you're doing for them. And that feels like more work for us as the business owner, but and it is, right? Not going to sugarcoat it, but once you have that in place, it makes so much more sense in terms of how you take care of your clients.

SPEAKER_00: 10:49

Yeah. So I do want to talk about how we bridge that gap between the customer experience and actually like getting the referrals, but I want to back up a little bit first because you talked about like how clients feel in those three different stages, right? When they're new clients, they're active clients, they're alumni clients. Does it matter really? This sounds terrible. Does it matter how they feel? I don't mean it like that, but in terms of referrals, like should we be concerned about how they feel as new clients and active clients? Or is our bigger concern how they feel as alumni? Because that's likely when they're going to be referring us.

SPEAKER_01: 11:25

So that is actually answered by when people are more likely to refer you. And that is, I think, a misnomer that a lot of people have is they believe they know in what stage they're more likely to get referrals. So if you were to like I even talk about this in the book, like if you were to say, Hey, Zancy, when you get most referrals, I'm like, oh, it's usually like in the active stage, right? Like when we're doing work and people are starting to see results and things are happening, but it's, you know, it's before they actually graduate. And then I did the data analysis that I teach in the book. And I was like, oh, well, that's not completely true. Actually, there's a strong portion of my referrals that come when they're in the new stage. And so, like that, that had me, this was a number of years ago, but that had me like shift, like, oh, I need to approach my new stage differently. So, you know, and it's not always about, I think when people hear me say relationship building touch points and bridging the gap to referrals, they feel like there's some kind of prescriptive answer. Like you're gonna have to have coffee with every client in the first 30 days, and then you have to say these 17 things. Like, that's not how it works. Um, when we think about how your clients feel in each of the stages, they actually all pretty much feel the same way. There's the same concerns or issues or wonderings they have as they move through each stage. Your relationship building touch points, if you just speak to those emotions, you're usually doing enough. It's not like you're trying to layer on now, I got to go have coffee with everybody because I don't, I don't have time for that. And most people don't, right? I don't care how lovely I am. Nobody wants to have to have coffee with me all the time, right? And so it's really looking at understanding when we look at how your clients are feeling and then we meet them where they are, that allows an easier way for us to put in relationship touch points that really can drive home the, hey, I see you and I know like you're not in this alone kind of thing. And every industry, you know, and businesses kind of have their own way of looking at that. Um, in terms of like where they have issue points and new active or alumni, it's really important for people to kind of to keep in mind because I mean, I always tell folks, don't overcomplicate this, but don't underwhelm it either by just being like, let me send them a card and everything will be great.

SPEAKER_00: 13:38

Yeah. Yeah. So are there feelings that we should be working towards? Like, is there a specific way we want our new clients to feel that we want our active clients to feel or our alumni clients in order to get referrals?

SPEAKER_01: 13:52

Yeah. So we call this the ideal client reaction. And in I think it's chapter three in the book, I actually walk through how to complete this exercise. It's also in the workbook, but I walk through how to complete the exercise because how I want my clients to react may be different from how you want them to react, how you want your clients to react. Now, let's be honest, there's only so many adjectives and descriptives to go along. So there's a lot of crossover. I see a lot of similar type ideal client reaction scripts, but that's just because I get to see them all, right? Nobody else sees as many as I do. And so the truth is it's it's whatever works for you. It's whatever is important to you, right? And so, you know, we in the book we talk, I talk about a business coach and I talk about a CPA. And I share both of their ideal client reaction scripts as they went through the exercise with me as clients of mine, and theirs are different. But if you read them, like the words are different, but the sentiment's usually the same, right? And so I just tell folks, try not like you can use cared for. I know for a long, long, long, long time I used care for, but I always tell folks, I'm like, try to use different words, right? Than just I want them to feel cared for. Like really kind of think about how do I want my clients to react? Right. If the work you do can create a wow factor, then maybe that's part of your ideal client reaction. That's how you want your clients to react. If what you do is difficult and it's gonna be hard and it's gonna be emotionally like gut-wrenching on your clients, then maybe feeling like they're carried, right? Or like that they have like you have their back, that may be how you want them to feel. If your clients work with you and they're like, I have no idea what I'm doing, and I'm really gonna just trust you that you can get me to where I need to go, right? Then maybe it's that idea to being seen and to understanding that. Because we we all have the feelings that we want our clients to have. And if you are intentional about identifying what those feelings are, what those reactions are, then you can build them, like when you build out your relationship-based touch points, you can build them with that in mind.

SPEAKER_00: 15:53

Mm-hmm. That makes sense. So you mentioned like sending cards, you mentioned having coffee as maybe the thing like we're not going to do with every single client, depending on how many we have. Um, what are some other ways or examples of those relationship touch points?

SPEAKER_01: 16:08

Yeah. So relationship-based touch points are the best ones when they can be like you're not actually having to do all the work every single time individually. So I want the business owners listening to this episode to think, okay, this is something that I'm gonna like at this moment, when a client reaches this step in this new stage or this point and this active stage, we're gonna deliver X, Y, Z touch point. And it's already like, you know, we already know what it is, we already know what the language is, we already know what we're gonna do. So it's not like being like, oh, it's been 30 days, let me go take my client to coffee. Very rarely does coffee meetings get included into that client experience, those relationship building touch points. So let me, I think this is probably best answered with an example. Um, so let me give you an example. So when I was a productivity coach, so when I started my after my first business failed and I went back to corporate, I got certified as a productivity coach. Um, I left corporate, started a productivity coaching practice, and I was like, hey, don't want to fail again. So let's try lots of different things and be open to doing different things. Um, and one of the things I started doing was writing a journey card to my clients when they started first working with me. Here's the thing: some people write welcome cards to their clients and they're in the new stage, right? They're like, hey, thank you so much for becoming a client. We're so excited to work with you. If you think about that language, it's actually really about you. It's like, oh, we're so excited that you're now our client and we get to work with you. And underlying means that we are making money, right? I mean, that's like kind of how it's looked at. And so I always tell folks, like, pay attention to what they're feeling in the new client stage. We refer to this as the quiet voice. It's all the things your client is thinking that they're not saying, but it's running through their heads. It's concerns, it's assumptions, it's a little bit of buyer's remorse, right? It's the excitement. It's all the things. It's like the how's this gonna go? I'm not sure. They're starting to make assumptions, right? The idea here is in that new client stage, recognize what is the quiet voice that your client says. And here's the thing clients are all saying the same thing because of, and you should be able to figure this out. You may want to ask them if you don't know, but most people have a sense of, hey, when someone signs on the dotted line to work with me, there's some typical things they're probably gonna feel. As a as a productivity and business coach, I knew, and I didn't know with the very first client, but after you work with a couple clients, you kind of start figuring this stuff out, right? I know when somebody says yes to hiring me, they're gonna go through a moment of like, oh gosh, she's gonna make me do work and I'm gonna have to change and I'm gonna have to be different, and I'm gonna have to want to do this, and I'm gonna have to show up and do the work. Like there's this moment of I just thought I just paid for work, right? I knew that was. Why did I think this was a good idea? Yeah, like, why am I doing this again? So I know there's that moment, right? There's the moment of they had the pain, the pain spoke loud enough. They said yes to hiring me, and then like logically, they're like, ah, this is a lot of work. And so my card that I sent them wasn't a hey, I'm so excited to work with you card, which is a what I call the normal typical welcome card. It was a journey card. And it was also my relationship building touch point and the new stage. But that card said specifically, I'm so excited we get to work together. I know working with me and going on this journey together is going to stretch you and it's gonna challenge you. But you are not alone. I'm your co-pilot and I've got your back. And so that card, it was kind of like when you read a card like that and you've never received a card like that from any other service provider that you've ever hired, right? You're probably like in that moment, you're like, oh, it's like she's in my head. She knows this is the things that I'm worried about, right? Those are the type of relationship building touch points that I'm talking about. That doesn't mean when you're done working with someone, you can't do like the fun, celebratory confetti, champagne, whatever. Like there's different touch points you can do throughout different moments and you can make them work for you and make them fit your brand and fit your personality as long as they're speaking to what your client is feeling. Once the quiet voice ends and your client exits the new stage, then they enter what we call the active stage. And the active stage is my favorite because it's the easiest place to make an impact where most people actually get lazy. But it is what we call the lull of complacency. You're behind the scenes, typically doing all the work, and the client's just showing up for a few meetings or a few calls, depending on what type of work you do. And sometimes they're not showing up for anything, they're just waiting for you to deliver the website you're going to build for them or whatever it is. And so you're lulled into complacency of what it looks like to be your client and just figuring out like if your client plays the waiting game, right? That you've got for them what you need. Now you're doing the work behind the scenes and they don't see it. You need to acknowledge the waiting game just like you acknowledge the quiet voice in the news stage. And so it's paying attention to how your client feels through the moments of them working with you and being like, what can I do here that'll help my client know that hey, I got you. I know, I know things are happening and I see you.

SPEAKER_00: 21:15

Yeah, that's really smart. I love your perspective on all of this. I'm actually, I always take notes, but I'm like actually taking notes for my own business. Like, maybe you might want to try this. Um, so it's very cool. I love it. Um, okay, so we've talked about the client experience. We've talked about kind of the three different stages, thinking about how you want them to feel at those stages, um, the formula for the client experience. So, with this general understanding, I mean, I know there's a lot more to it, but they're gonna have to buy your book if they want to know all of it. Um and I can say that. Uh, so how do we like what if we're listening to this, we're like, this all sounds great. I'll do all of those things. How do we like is there something specific we need to do to make the referrals happen from there? Or do we just make sure they have a great client experience and the referrals happen organically?

SPEAKER_01: 22:07

Yeah. So no, you have to bridge the gap to referrals. They're not gonna magically show up, right? And so this is what I tell folks. It's like, so most people do great work and they're not getting referrals. So then we start layering in these relationship-based touch points. And I always say that may get you some referrals, but it's probably not gonna get what you may be able to uncover. But you can't bridge the gap to referrals until you have both the work and the relationship-based touch points. And in some cases, because the relationship-based touch points is the best opportunity to deliver on the referral-seed language, the language I want you to use when you're percolating the idea of referrals. But when we look at referrals in a business, we're looking at three main ways that referrals are going to come in. The first is by the right people. It's just you don't know who these people are until they decide to work with you and then they start referring you. And you're like, I didn't do anything. Like, I'm pretty sure I didn't do anything. I like if you don't have everything in place, it makes more sense. You're like, usually these people refer very early. They sign up and then all of a sudden they're referring other people to sign up, and you're like, what's happening? Right. Not every client that comes to work with you is going to be a right person. And you can't identify them in advance. They have to reveal themselves. They have to just show up and be like, hello, here I am, and here's the referral. Um, the right people, you need to know what to do if and when you have the right people referring you. And if you have a strategy like we talked about earlier, to take care of existing referral sources, people who are referring you, they're gonna drop right into that plan, right? Because you're like, oh, this person referred me, write my thank you note, drop them into this plan, they'll get the rest of how I create kind of like that referral gratitude experience, right? But when you're thinking about this from the perspective of, okay, so right people, if we don't have a strategy for them that's within the client experience, they move to a separate bucket, right? They keep being a client, but they move to a separate labeling bucket and they get a different experience. The right people happen and it's amazing. Count your blessings. But where we build strategies around or tactics around, I should say, is what we call the second one is referral hot zones. And the third one is what we call referral moments. And that is referral hot zones are where you're more likely to get referrals in your business. Maybe it's when people are in that new stage and there's all that anticipation. Maybe when they're in the active stage and they've gotten early results, like they didn't expect to have something this soon and now they're looking at it and this is exciting. Or maybe it's when you know they're finishing up working with you and their results have been achieved and they're done, or maybe they're in the alumni stage and now it's been six months since they were a client and they've referred, right? We look for patterns within businesses that would reveal referral hot zones. And that doesn't mean everybody has multiple hot zones. It depends on how many referrals you get from clients. Um, and it depends on when those clients in their own, in your client risk experience are referring other people. So there is some data diving we have to do to establish do you have referral hot zones and what are they? And if you have them, then we want to put a relationship building touch point with the right language in those moments because we're anticipating it's a higher likelihood. Again, not everybody's gonna have them, right? But it's definitely one to look at. And in the book, I give like some common ones and then some things to do. If you don't have them or you're just, let's be honest, not gonna do the work to figure out where your referral hot zones are. There are some ones that you can get started with. The third one, though, the third place of where we find referrals is what we call it's just the right moments. Your clients are just gonna say something. And it's like, I want to be inside your head and I want you to be like, oh, Stacy said I'm supposed to, like Stacy told me to say this when this happens, right? That's really, really important. Um, so like an easy one is if a client is referred to you, because not every client will be referred, but if a client is referred to you, like there are right moments throughout the time that you're working with that client where you should remind them that they're referred to you. Right. So many people think the referral source for referring the client, but they don't remind the client through the client experience that, hey, you were referred. So some right moments are like, hey, when they start working with you, it's really easy to be like, hey, Melissa, I am so glad that Shauna Lynn referred you to me and that we have this opportunity to work together. Like just that mention is an easy way to plant a referral seed and start percolating the idea of generating referrals. So what I teach when you're bridging the gap to referrals isn't complicated, but it does work better if you know how your business is performing from the perspective of identifying the right people, identifying if you have referral hot zones, or just borrowing some, you know, general ones until you figure it out, and then understanding what to say in those right moments.

SPEAKER_00: 26:50

Yeah, that's really good. I love that. So if people want to know more about you or they want to know more about how to work with you, or they just want to get the book, which is amazing, the referrable client experience. What's the best way for them to do that?

SPEAKER_01: 27:06

Yeah, well, the new book, referral client experience, plus the other book, Generating Business Referrals Without Asking, those are all available wherever you like to purchase books. So if you want to go to a local bookstore, they can order it for you. If you want to go to Amazon, you can do that too. So they're available for sale wherever you want to buy books. The home base to learn more about me, to find out about my podcast, um, roadmap referrals, to get some resources, to kind of just dive into my story and understand what I do and how I work with clients is my website. And that home base is stacybrownrandall.com. And I know you'll probably put that link in the show notes page so people don't spell Stacy wrong because that happens.

SPEAKER_00: 27:43

I'm sure it does. I'm sure it does. I feel like my name is very simple, and there's about 94 different ways that people find to spell it. So, yes, I will put the link for that in the show notes. I'll put the name of your book in the show notes so that people can go grab that when they want to. Um, you mentioned that there's a workbook that goes with it, right? Is that also on Amazon and all the places?

SPEAKER_01: 28:02

Um, depending on when this episode goes live, it may or may not be. Um, but as soon as it's available, the workbook comes out, it comes out about a month after the book. So, or maybe a little bit later than that. Um, but the workbook will eventually be available. There's also a very special link. It's a secret link inside the book. So don't link to this one on your show notes page where people can go to get more resources. Um, and so that helps them kind of go deeper with what they're learning in the book as well. So I always tell folks if you're if you're gonna buy the book and do the work, um, whether you buy the workbook or not, get the free resources because there's more examples and ideas and things like that as well.

SPEAKER_00: 28:41

Okay, amazing. Awesome. Thank you so much for being a guest, Stacey. This has been really, really helpful. And I feel like I'm pretty like, I'm pretty good with referrals and you know, thinking about relationships and how do we build relationships so that it expands our business through, you know, whether it's networking or client relationships or things like that. But this has definitely given me a lot of things to think about. So thank you so much for coming on and sharing with us. Awesome. Thank you for having me.