Thomas Coles

The second thing is the technique that you need to use in order to ask for a referral is not to simply ask. But we need to be exploring, if you like, the mental little black book of the person we are asking. We need to help them to explore it. And the third thing I would say is actually a negative. I have never paid for a referral. A lot of people ask that question.

The second thing is the technique that you need to use in order to ask for a referral is not to simply ask. But we need to be exploring, if you like, the mental little black book of the person we are asking. We need to help them to explore it. And the third thing I would say is actually a negative. I have never paid for a referral. A lot of people ask that question.

Should we be rewarding the person who gives us referrals? I've been the recipient of a couple of bottles of nice red wine or champagne, and that's fantastic when I've given referrals to people. But there is no need to do that, especially where you've got the trusting relationship or the respectful relationship. You do not need to pay or reward people for referral.

Should we be rewarding the person who gives us referrals? I've been the recipient of a couple of bottles of nice red wine or champagne, and that's fantastic when I've given referrals to people. But there is no need to do that, especially where you've got the trusting relationship or the respectful relationship. You do not need to pay or reward people for referral.

They're just willing to do it out of the goodness of their hearts, which I think comes back to Johnny's point around the psychology of this. The act of asking for referrals is primarily a psychological thing, which is why the habit is so important, because there are psychological barriers for most people.

They're just willing to do it out of the goodness of their hearts, which I think comes back to Johnny's point around the psychology of this. The act of asking for referrals is primarily a psychological thing, which is why the habit is so important, because there are psychological barriers for most people.