Ep #337: Designing Great Referrals

Stacey Brown Randall: Hey there, and welcome to episode 337 of the Roadmap to Referrals podcast, a show that proves you can generate referrals without asking or manipulation.

I’m your host, Stacey Brown Randall. My journey from a business failure to a successful business now 11 years in, I know generating referrals naturally and consistently has made all the difference. Working with clients around the world, we leverage the science of referrals, protect relationships above all else, and help you build a referable business.

There is nothing quite like a certain level of anticipation and excitement and joy that I have when I get to share with you guys a conversation, an interview that I did, with a client of mine.

Because I truly believe it gives you the opportunity to hear your own story and situation in someone else and then you get to hear how they had success by working with me and how referrals became a true reality for them.

So usually when I bring people on the podcast that are clients of mine, they are in my Building a Referable Business coaching program. So they’re in the BRB coaching program. But I wanted to also make sure you guys were hearing from people who are part of my VIP experience.

Now real quick, let me give you the difference between the two, and then let’s dive into the interview I have with this very special VIP experience client.

So the difference between the Building a Referable Business or BRB coaching program and the VIP experience called Referrals in a Day is really ultimately how you want to consume the information to have your referral strategy built.

The coaching program is 12 months. The VIP experience is 12 months. Actually, it usually ends up being about 13 to 14 months. But it’s the same strategies.

It’s just in the coaching program, you’re going to watch the video trainings, do the work on your own, and then upload it for me to review and have your questions answered on weekly office hours and one-on-one calls with me.

And you’re going to go through, but you’re going to build together your entire referral strategy over time, month after month after month. And you’re going to be watching the trainings, and you’re going to be doing it yourself, uploading it for me, and then I’m going to be reviewing it, giving feedback, and making edits, and blessing it, so to speak.

And it’s a little bit of a go at your own pace. So it’s great for like solopreneurs or really, really small companies, because it really allows you to go at your own pace without being overwhelmed. And I tell you what order to go in based on where you are.

What’s different than to the VIP experience is this is the experience where people are like, I don’t want to watch a video. I just want you to do it for me, Stacey. I just want you to build it for me.

So you complete a five-part assessment. And from that assessment, I pretty much know everything I need to know about what I want your company to put in place when it comes to your referral strategy.

So I build it myself. I put together some pretty expansive decks and workbooks that I bring with me, and then I spend two days with you and your team, and we put the whole entire strategy into place.

And then I’m with you for 12 months after that, in what we call a deployment roadmap, where we have strategies based on everything I’ve taught you, the things you’re supposed to be putting in place, or what we’ve already put in place that you’re managing and maintaining, month by month by month, and then we have check-ins.

So same strategies. It’s just really, do you want me to do it for you, VIP? Do you want to do it with me, which is going to be you going through the videos and getting my feedback? And that’s BRB coaching program.

OK, I wanted to put some things in context for just when you listen to this interview that I did with Liz Walton from Liz Walton Home out of Pennsylvania. I just wanted you to put into context when she says, when you left, you’ll know, oh, right, that’s because Stacey was there with Liz and her team for two days.

So Liz is an amazing interior designer. Actually, I have had the privilege of working with a lot of amazing interior designers over the years. And they are probably, like, I don’t have a favorite type of client that I work with. Like, I work with a lot of attorneys, and I love them for a few key reasons.

I work with a lot of interior designers. I love them for a few key reasons. My CPAs, my bookkeepers, my accountants, them too, my consultants, my coaches, my real estate agents. I mean, I’m leaving groups out, but I like them all and love them all, that industry and, of course, those people, for different reasons.

But one of the things I really love about my interior designers is that then I start following them on social media and I am inspired daily to make massive changes to my home, which my husband and children just kind of have to deal with because, wow, talk about creative magic.

I think, my daughter actually, she’s 14, freshman in high school, is very interested in being first an actress and then, sorry, actor. She always tells me, it’s not an actress, mom, it’s an actor. First an actor and then an interior designer. And I’m like, do it. Because I think those are some amazing businesses that live in beauty.

I know it’s a lot behind the scenes. I know exactly what it looks like to run an interior design firm, but the finished product you get to produce is so magical and so creative and just beautiful and building beautiful spaces. That’s pretty cool. I do not have a bone in my body that says I’m capable of that.

So I’m excited to share this interview with you. It’s the first one I’ve done with a VIP client in this format. And so I’m excited for you guys to hear this conversation between Liz and I.

And I’m excited for you to hear her talk about her aha moments, what they struggled with, and how really and truly they went all in on what I taught, and they put it into place, and they made it part of their business’s practice. And that, my friend, is why they were successful.

When she starts talking about revenue numbers and things in terms of the success, the amazing success they have had this year, it is, please note, yes, they had a proven roadmap and process to follow for me, but they put in the work.

So without further ado, let’s get to Liz and listen to her and I talk about her experience in the VIP Referrals in a Day program.

Stacey Brown Randall: Liz I am so excited to have you here on the podcast chatting about all things interior design and referrals. I loved the time I got to spend with you and your team when I was up there, many, many months ago, it feels like it was just yesterday, though I know it was tense. almost a year ago.

You have an amazing business. And I always tell this to folks, like I work with a lot of industries that I love. I love like lots of groups of folks that I work with. They’re all kind of like, as an industry, they all kind of have things that they do similar.

And one of the things I love working about with interior designers is because you guys make me want to change my house like every day, just scrolling through your Instagram. I’m like, oh, I could do that. Oh, I could do that.

So right now I’m painting a bookcase. And I like to say that it’s inspired by all my interior design clients. You guys do amazing work.

So why don’t you tell, I mean I gave the official bio, but why don’t you tell us a little bit about your company and the work that you do?

Liz Walton: Sure. So we’ve been in business, this is our 16th year in business, and we are outside of Philadelphia. So we serve, if anyone’s familiar with kind of that mainline area, working professional families. That’s typically who is hiring us.

They are short on time. have big projects, though they typically live in multimillion-dollar homes, and they are looking for an advisor and someone to hold their hand throughout their project.

So we are taking them from start to finish. We are meeting with our contractors. We’re really putting our entire project in a pretty little bow and delivering it to them so that they can focus on their lives and their families and anything else important.

Stacey Brown Randall: Yeah, and I think the fact that where you kind of are, and the niche that you’re in, you’ve really honed in on the type of client that just like, just make it happen. Like, here’s what we want it to look like. Just make it happen.

It’s already so disruptive. Anybody who’s ever done any type of work to their home knows that it’s going to be disruptive. And then to have to manage all the pieces and, you know, parts and people and stuff is that much makes it that much harder.

So you really do try to step in and like, we will handle it. We will take care of it, which I think is awesome. And so tell folks how long you’ve been doing this.

Liz Walton: I’ve been doing this for 16 years. In business for 16, I’ve been in the industry for 21.

Stacey Brown Randall: Awesome. Okay, perfect. So let’s talk about why referrals are so important for your business.

Liz Walton: Sure. So we, I think, do a nice job of we have systems in place, you know, we think we’re running our business great. And referrals was always something that we talked a lot about as our best projects were coming from referrals, and we needed to get more of them.

And like a lot of things, we threw a lot of things against the wall and hoped that some of it would stick. If it was gifting or thank you cards, we didn’t have any kind of plan in place.

There was no rhyme or reason to it. It was just, let’s try and get more referrals. Because we knew that that was really, that was going to serve our business in good times and in tough economic times.

Stacey Brown Randall: Yeah. So I know when you think about like good times and tough economic times, those clients that come from referrals, like most people understand the basics of like, yeah, the referral showed up.

That means the new potential client already trusts you, right? They, because they have somebody who trusts you, that that’s who they’re like vouching for you. So they already trust you.

They kind of understand who you work with, who your ideal client is. That doesn’t mean every referral is going to be an exact, perfect fit. But it’s that goal of like, hey, you know, I even tell folks, I’m like, even in good economic times, we know it happens in not so great economic times.

People are a little bit more judicious with how they spend their dollars and who they give their dollars to, and they do not want to make a mistake, particularly when it’s not great economic times.

But a lot of people act that way in good economic times, too. Like they want to know, this is the right person for me. This is the right company for me to hire. And this is who I’m going to ultimately work with.

So they want someone to vouch for you before they decide to be like, here, help me with my half-a-million-dollar renovation or my million-dollar renovation or whatever it is.

And I always think that folks think about referrals like, oh, I just wanna make sure I’m getting, them during the good times. I’m like, yeah, but you also wanna make sure you’ve got that right strategy in place to do it during the not so great times as well.

And I know when you and I were having that conversation last year, so it had been last fall of 2023 before you hired me, that was something you had already put your finger on the pulse.

You were like, we have an election year coming up. There are things happening next year in our country. And of course, by the time this recording is aired, we will know who the new president is. Right now, it is still a mystery. And it’s still stressful for everybody, no matter who you’re voting for.

And so you kind of knew that was coming. You’re like, this is happening, and we want to be prepared for it. So I always appreciated that when we first talked, you were like, I want to get ahead of this and make sure I’m ready to go.

But the other thing I always like folks to pay attention to is, yeah, this is going to help through this year, and we’ll talk about results in a little bit, but also like it’s a process to keep going with. right?

Have you found that as you guys are putting things in place that we worked on and that I built out for you guys that this is like we will be doing this not just in one year but like three years?

Liz Walton: Totally. Totally. But I think that was something that we were looking for. So I met you at Luann Live last October, so a little bit over a year ago. And like you said, we had identified that this was a pain point for us.

And we aren’t asking people for $50. We are asking people for a lot of money. So their projects are high dollar, right? So for them to trust us with their project, we take that very seriously.

So to your point of like, if a referral comes in, someone to vouch for us is huge, right? They’re probably not going to go to many other places.

So we knew that coming into an election year, it was like, we kind of said, revenue is probably going to stop coming in in July, right? Because people are going to start feeling the stress. So we need a plan in place.

And I think I even contacted you over the summer, Stacey, it was like, we started, we hit the ground running in January, we had our plan, we started doing all of our things, and it felt really good.

And I think even when you came, the first visit, we had gotten like three referrals. You were like magic during your visit. And we had regular referrals. And then over the summer, it was like crickets.

And I remember calling you and I was like, Stacey, I don’t know what to do. The referral, everything has gotten cold. And of course, you’re right. I said, just hang on, just keep doing what you’re doing. And then like a windfall of referrals came in.

So it does work. I really believe in it. And I’ve told my whole team, they all know about this. And this is something that we will continue to do forever. It’s, it’s that important.

Stacey Brown Randall: Yeah, I think that here’s the thing. Most people, when they think about making an investment in their business, like, I’m going to do this for marketing. We’re going to do this to bring on clients. They’re looking for that.

You hear it all the time, that like repeatable expectation or that consistent results that I can get. And I always tell folks, you can get consistent results with referrals, but you have to be willing to look back over six months or 12 months, not what’s coming in every single day or week or month, because that is something we can’t control.

We can’t control when the referrals will come in. We can’t control external or internal factors that are happening. So when people are like, I just want consistent referrals, I was like, I want consistent referrals for you too, and I want you to have that growth that you’re looking to have.

But I can’t say you’ll get three in March, and three in May, and three in July, right? It’s not that, that type of consistency.

So you, and when you reached out over the summer, you’re like, things have gone quiet. And I was like, but you predicted this. Like, I was like, you already knew this. I was like, smarty pants, you kind of already knew that this is probably what it was going to look like.

You’re so like attuned to what happens in your industry and with the clients that you work with. What I knew and was able to bring to the table is yeah, but it was working. You were getting referrals since we started together in January. It’s just the lull.

The lull was always coming no matter what, but those referrals, they were waiting on you. And so, and as you said, like that windfall happened, we got past the summer and then it was, good things started happening again.

Liz Walton: Yes. Yeah. And we’ve gotten projects with, so we focus on builders, Realtors. We’ve gotten projects with people that we had our eye on for years and I had reached out to and gotten nowhere. And I mean, I can happily and proudly say today that we’ve had success. So that feels amazing.

Stacey Brown Randall: That’s awesome. Yeah. Because for you, you know, and every business is a little bit different, but most businesses kind of follow, like there’s a little bit of the same baseline framework for most businesses that I’m in interior design or not.

And that is you probably have people referring you which you did. Right? And so let’s cultivate more referrals from them or look at the people who are referring you and be like, it’s not the right fit or it’s been a really long time since they have referred. So let’s maybe clean up the list of who is our existing referral sources.

But like most designers that I work with, you had your eyes set and your sights set on a few people that you’re like, these are the folks that we ultimately want to refer to us. And most people follow the same playbook for that.

They just reach out and be like, hey, I’m a designer. I do awesome work. Check me out. I’d love to show you my portfolio. And that’s not usually what gets anyone’s attention.

And so when you learn the process that I teach, that running five, keeping warm framework, it allows you just to connect on a different level and in a different way. And it takes time. Nothing happens overnight.

I do love how you say, I was there that weekend with you or those two days with you. And you’re like, we got three referrals. It’s magic. I do keep a running tally of when that happens.

Liz Walton: You should.

Stacey Brown Randall: Just for clarification for the people listening, so Liz worked with me at the VIP level. That’s my VIP experience. It’s called Referrals in a Day, where I build everything and then I go to their team for two days and we implement it.

And so I look at every VIP client that I’ve worked with this year and I’m like, okay, who got referrals while I was there? And up until this point, I am five or six.

Liz Walton: Wow. You are magic.

Stacey Brown Randall: Just think, when you decide to focus on something, right, that is when you’re rewarded with it.

Liz Walton: Yeah. But I think also focusing on the right things. So my team and I, we have weekly meetings and we always talk about the referrals, and it came up that prior to working with you, we didn’t have a plan and we weren’t laser-focused.

And identifying the people that we weren’t getting great referrals from was just as important as the people that give us really good referrals. It was like, okay, let’s, cause we’re not made for every job.

So, and I think you really brought that to light of like, Hey, if these people keep referring you and it’s not the right project, we might want to let that go.

Stacey Brown Randall: Right. Yeah. And I think that it’s, you know, most people think about referrals and they’re like, oh, I just got to do this one, I got to figure out what the one way is to get more referrals.

And I’m always like, no, like, there’s a lot to it. There’s nuances to it. There’s situations in which you need to have the type of, you know, like laser focus on how you’re going to handle that.

And generating referrals in your business is a business decision like any other investment or business decision you’re going to make about growing your business.

It shouldn’t be looked at as I’m going to do this one thing that’s going to work. It’s an ecosystem. I mean, I couldn’t come and spend like one hour with a company and be like, okay, you got it all. I can barely get through all of it in two days.

So I think that’s the thing that when business owners like lock in on that and they’re like, oh, this has got to be a focal point for us. This is something that we have to talk about as a team. This is something that we have to measure, that we have to track, that we’ve got to have metrics around.

There are activities or actions that we have to do. There is like things that we’ll be doing and saying, and we have to be consistent with that. I mean, it really does kind of become a way that you add on to how you run your business. And I know that you found that to be true as well.

Liz Walton: I love that add on. It is a lot of work. It’s so worth it. But you told me in the beginning, if you don’t put in the time and do the work, it’s not going to happen for you. And we carved out, it’s on the calendar and we color-coded it and it is part of what we do.

And it’s like I said, it’s part of our systems. So all of those little things we carve out the time because it, it works, it works, it pays off.

Stacey Brown Randall: Yeah, absolutely, absolutely. Okay, cool. So let’s talk a little bit about the results that you’ve been having since we worked together. When you talk about the number of referrals received, however you kind of want to talk about this from that perspective, I think is important.

But just kind of share like what 2024, because we started working together in January, so we’re going to count it as like a full year, but like, well, not yet. We’re closing it on a full year. What does 2024 look like or that’s been different from a referral perspective than it’s been in previous years as you compare it?

Stacey Brown Randall: How many Black Friday sales do you think you’ll participate in? How many Cyber Monday deals do you think you’ll attempt to snag? Guess what? We’re no different. I am gonna be taking part in some Black Friday sales and trying to score some amazing Cyber Monday deals as well. And we are offering one to you too.

If you’ve heard me talk about my online starter program, the best place to start to dip your toe in or to get the basics in place before you start working with me, it’s called Your Next Five Referrals.

And we’re offering an amazing deal for Black Friday and Cyber Monday. So we’re giving you a few days to make a decision if you want to snag this offer.

But here’s the thing. You either have to be following us on social media or you need to be on my email list. And actually, you know, reading my emails and not allowing them to land in spam. So you’ll see about this limited-time offer.

If you’re interested, we’d love to have you come join us with this offer inside Your Next Five Referrals. But hurry, because it will disappear soon. So either get on our email list or make sure you’re following us so you see our social media post.

Liz Walton: So we kind of looked at this from a dollar standpoint, right? So we’re very financially motivated.

So this year, just from referrals, we had $185,000 increase in revenue just from referral. And that’s just in, I’ll say 10 months, because we started working with you in January, but that was the end of January. And so it was really like nine months.

Stacey Brown Randall: Yeah.

Liz Walton: We had a client with a new prominent builder that we’d been going after, that was a $20,000 plus spend with probably more to come. Another client from a referral, it was actually her daughter that referred her to us. She’s $60,000 plus in revenue.

We have another one reaching $100,000 in revenue. And just last week alone, we received four promising pre-vetted referrals, and I have meet and greets coming up with them soon.

And I think this is a big number, at least for us, we have 17 new strong referral resources that are referring us consistently.

Stacey Brown Randall: That is awesome. Yeah, because that’s the thing you know it’s about getting the right projects. It’s not how many referrals can we get, it’s how many referrals can we get to the right projects.

So okay, this is like an unfair question to ask you that you did not know was coming so I’m just curious.

With the what you’re at so far revenue-wise and then the four promising ones you have coming up, best guesstimate. If you were to close all four of those plus the revenue from referrals you guys have already received this year, where would that put you?

Liz Walton: That would put us well over half a million.

Stacey Brown Randall: That is incredible. And here’s the thing, we both know, because we know each other well now, I am happily going to take all the credit for that.

Liz Walton: As you should.

Stacey Brown Randall: But clearly this is actually happening because you and your team are putting in the work and you’re following the process. And you do the things.

Like, I always talk to my clients when they’re starting work with me, I’m like, things are going to work, and then they’re going to slow down. And then they’re going to work, and then they’re going to slow down.

Because that is the ebb and flow to how humans behave. And we don’t control the opportunity people come across. We control the desire to choose you over the other 50 or 100 amazing interior designers that are within driving range. And so we have to pay attention to that.

But I always tell folks, I’m like, but when things slow down, right, and you get nervous, you have to call me, right? You have to reach out to me, because more than likely, the number one thing you’re thinking is, oh my gosh, is it going to stop working?

And if the minute you allow that into your head, then you start taking different action. The minute you’re deciding, I don’t know if this is going to work anymore, you show up differently in those conversations with folks.

You look to take shortcuts when it comes to the referral work that I want you putting in. So I always tell folks, I’m like, if things slow down, I’m not scared of them.

It’s OK for you to call me with bad news and be like, hey, it’s been really slow, right? But I know that we have to trust the process and we have to show up to the process on an ongoing basis, like you just got 14 referrals, not like, oh, it’s been three months since I’ve gotten one.

Because that intentionality that you bring to the referral work that you do to be able to generate those new referrals, like they need that same mindset when times are good, even when times are slower.

Liz Walton: Totally. And I think what I love about working with you Stacey so much is I don’t feel like a used car salesman. And I think that was, I’ve read so many business books and it feels natural. It feels like the way I would talk to somebody.

It all just, and it’s not rocket science. That’s, it’s not anything hard to do. It’s time, but it’s the way I don’t know how you came up with this system, but it’s really simple things, but it’s the order in which you do them and the way in which you say them.

It’s the tweak of a word or the tweak of a gesture, and it feels good. I don’t feel like I’m a sleazy salesman.

Stacey Brown Randall: Which is really important.

Liz Walton: It is.

Stacey Brown Randall: I mean, it’s so funny. I remember one time I was talking, this was like early in my career or whatever, and someone’s like, okay, I need you to, I was like in sales. I was like in my twenties, like, you know, it was like a lifetime ago. It feels like sometimes.

And they were like, okay, we need you to do this. And I’m like, yeah, I’ll do that for like a day, but that feels real bad and I don’t know if I’m going to keep doing it.

And that’s what I realized really early on. If I don’t figure out a way to do things that feel good for me and work like if they don’t work, it doesn’t really matter that they feel good, that I just won’t keep it going. Like that’s just who I am. I will not keep it going if it doesn’t feel right.

And, you know, everything I do, like you say, it’s like the shift of a word or the shift of a gesture. For me, I always am thinking about if I were receiving this, how does it impact me?

And when you can put the focus on the other person, it usually changes everything about what you’re ultimately thinking about doing. And then it’s just like, I just want to show up in the right way.

And that genuineness, that being authentic, authenticity, like that all comes through and your referral sources see it. And then of course, like, there’s a framework and there’s science behind it. And there’s things that we say on purpose. And there’s like, there’s a system behind it.

But really, it comes down from that place of just being like, hey, like, I want to do something that feels good, but it’s also the right thing to do. And it works.

Liz Walton: We have a, we have a motto at work, jobs that bring us joy, right? We only want to do things that feel good and work with people. And this is something that brings me joy, it feels good to do it. So it’s like, why not?

Stacey Brown Randall: I love it. That is so awesome.

Okay. So I know in our time working together, you probably had like little tiny ahas and big ahas and you’ve kind of shared a few of them or whatever, but I was just curious if you had to articulate it down to like the one thing or the two things or whatever, right?

It doesn’t really matter, but that were totally like new to you. Like a total aha moment that you didn’t really see coming with what I teach.

Liz Walton: This might seem silly, but it’s the language when someone asks me, how’s business? Like, it’s now, it is second nature to me and my team laughs at me because they’re like, Oh my gosh, you’re saying it again. But it works. It’s just that that whole language, I feel so equipped.

And I, like I said, I don’t feel sleazy. That feels great. And the thank you cards. We always write thank you cards always, always, always, but I was writing them wrong. Like, who knew?

Stacey Brown Randall: Who knew you could write a thank you card wrong?

Liz Walton: Yeah, right. And we are huge on thank you cards. I’m like, oh my gosh, for 14 years, 15 years, I was writing these wrong.

And I think just the cadence, that is mind-blowing that we keep track of it. And there are multiple spreadsheets going and you can actually measure this. That was kind of mind-blowing.

Stacey Brown Randall: Yeah, so you and I both know I don’t do math in my head, so I can’t figure out what the percentage of the ROI is on what being a VIP, that investment was for you versus the revenue that you’ve received and the intended revenue that’s to come. But it’s a whole bunch.

Liz Walton: I mean, I would do it again. Yeah, it was worth every penny. And I really believe in coaches, especially for things that you can’t do yourself. And we weren’t doing this ourselves. So, and there’s just too much, there’s too much revenue to walk away from.

And relationships. Like what you help us do is build relationships. And I feel like this whole world is about relationships. So yes, it’s about getting new projects and increasing our revenue, but we are really strengthening relationships with people, which is like, you can’t measure that.

Stacey Brown Randall: Yeah, that’s so true. I mean, and the fact that there’s a systematic way to make sure that you’re just doing it the right way and in the right cadence.

I think that’s the piece that people are like, oh, so I probably shouldn’t meet somebody for the first time and then ghost them for six months. I’m like, not if you want them to remember your name.

Liz Walton: Yeah.

Stacey Brown Randall: Yeah. So it’s, some things feel very small. You know, I’m not a rocket scientist. This isn’t, I’m not solving some crazy disease. It is like tweaks in some cases, different ways to say things, different ways to show up.

There is science that runs through everything that I do. But I love the fact that I just help people do what they want to do anyways, which is really connect and build relationships with the people and take care of the people who are going to also take care of their business.

And I just give them a framework to be able to do that in a way that then also produces more results. But for most people that I work with, it feels very natural to show up in this way.

And that’s awesome. Because the last thing I want to do is tell people to do something and they’re like, oh, heck no, I’m not going to do that.

Liz Walton: I mean, I’ll tell you when you came and left, you said this, we were like, oh my God, it was so overwhelming, but then it’s just baby steps.

It’s not, you don’t have to do it all in a day. And once we got set up and running, it’s like I said, now it’s just, it’s clockwork.

Stacey Brown Randall: Yeah. I love it. That is so awesome. Okay. So if you were having a conversation with another business owner and they were deciding to work with me at that VIP experience level, what would you say to them?

Liz Walton: I would say it’s worth every penny and more. I just, I would do it again in a heartbeat. I just think the strongest projects come from people that already know us and selling is hard.

It’s really hard to convert someone that you don’t know into a client. So why not, you know, take a shortcut and have a referral from someone that already knows you because chances are, if your friend refers you to me, you’re already taking out a lot of the guesswork. So it makes things easier and it’s fun.

Stacey Brown Randall: That is awesome. Thank you so much for sharing that. Awesome. Well, thank you so much, Liz, for being here with me today. It’s always fun to connect and catch up, and I appreciate you.

I just want to give a shoutout to you and your team for being the folks who do the work. Maybe I didn’t say it enough earlier. I probably should have.

The truth is, I can provide the roadmap all day long, but the clients that have success, and the clients who are willing to trust the process are also the ones who are willing to do the work.

And that’s not me. I’m not sitting in your office doing the work with you guys. You guys are doing it. I’m just there for guidance and the roadmap. So congratulations on all your success.

I just know those four potentials are going to turn into referrals. I can feel it in my bones as long as they’re the right fit for you and they’re the type of clients that will bring you joy. And I can’t wait for you to tell me what that ultimately looks like in terms of revenue dollars for you.

But I appreciate you being the type of client that wants to put in the work because you’re ready to reap the rewards. And you have, and you’ve deserved every single one of them.

Liz Walton: Thanks, Stacey. We couldn’t have done it without you. So we appreciate it. And I’ll sing your praises to anyone who asks.

Stacey Brown Randall: Thanks, my friend. I appreciate it.

Stacey Brown Randall: I hope you enjoyed listening to this conversation between Liz and I and just hearing another business owner talk about the success that you can have when you have the right roadmap to follow and then you’re willing to put in the work to generate referrals.

I am so pleased with all of their success. Again, I say this all the time, I’m happy to take full credit, but the truth is it’s always my clients who are putting in the work that are actually generating those referrals, and I’m so proud of them.

It was so fun to talk to Liz. She is so kind and just has so much energy, and I love talking to her. So if you want to check out Liz, we will list in the show notes page how you can contact her. You just go to the show notes page for this episode, which is StaceyBrownRandall.com/337.

And we will link to Liz’s website and her Instagram page. And you can learn more about her and her team. They are doing a beautiful interior design in the Philly mainline area.

Okay. So we’re coming up on the final month of the year. You’re so ready for this. What do we have coming up for you?

Well, you already actually know the answer to what we have coming up for you, because I say the same thing every week. We’re back next week with another great episode created with you and your needs in mind.

In fact, we’re going to actually dive into that final step that we’ve been doing, breaking down the 90-day plan. We did one in October, November, and now we’re going to kick off with the first one for December.

Okay, so until then, you know what to do my friend, take control of your referrals and build a referable business. Bye for now.