MCG Legal    Blog    5 Ways Gold Coast Professionals Can Build Strong Referral Networks

Referrals are the lifeblood of professional services firms. And why wouldn’t they be?! As professionals, we tend to deal with similar clients, just at different times and in different points of their lives. Living in a place like the Gold Coast where everyone knows everyone, it is absolutely critical to build strong relationships in order to grow a professional business.

The team at MCG Legal have been fixtures on the Gold Coast for the best part of the last two decades (and for Matt far longer than that!), so for us, it has been natural to develop ties within our network. For us, growing these relationships and forging new ones is critical to our growth plans and to our goal of being able to provide our clients with a holistic service. It’s also just part and parcel of being part of a community, and wanting to help out where we can.

How many times a week do you get asked to refer something? If you’re anything like us, we get asked all the time. But what does it take to build a strong referral network, and how can you start doing it as a professional on the Gold Coast?

Identify shared value

Referrals start with trust, and you can’t build trust with anyone unless there is shared value in the relationship. Think about the relationships you want to build with local business people and how you can help the other side deliver a better service for their client. For instance, we know we can help accountants, real estate agents and financial planners who have clients that need legal services by delivering a high-level service that will reflect well on you.

If you run a service business and want to enter into relationships of mutual value think about what you can add to the other side. It might be a new potential client pool, a different level of credibility, or the chance to tap into a service offering they can’t offer. Think about what you value in a service provider. What ancillary help could you give to your current clients? Then go out and make connections with the people you feel will best deliver for your clients.

Make it a conscious effort

This one seems obvious but actually, it can be the hardest part. For a lot of small business owners, making a conscious effort to build our networks is low down on the priority list, but it shouldn’t be. If you approached it in a systematic way as you do for other parts of your business it is going to be far more effective. Building networks does not have to be a big deal either. Maybe you schedule just one extra lunch meeting or catch up per month, but being accountable to that plan and taking a systematic approach to growing your relationships is crucial.

Consider doing the following:

There are lots of ways to go about building profitable referral networks, but being conscious and planning for it is a great place to start.

Make sure you reciprocate

To build long-term referral relationships, you have to show that it works both ways. That doesn’t necessarily mean that every time someone refers you work, you refer them something back. It could simply mean making an introduction valuable to them, inviting them to an event, or anything else that says “I value our relationship”. It’s actually far more likely to be a long-term relationship if you can stop keeping score. Obviously you want some form of quid pro quo, but keeping score generally means you aren’t comfortable that it will work both ways and something needs to change.

If you can start the referral relationship as one of mutual benefit (and that does not have to be financial), then both parties are far more likely to want it to succeed and invest in it. Usually, it starts with one party sticking their neck out, there is no two ways about that, however, smart operators know the value of relationships and work hard over time to nurture them.

Go out of your way to communicate effectively

When someone sends you work or a lead, you have to make sure you communicate well with them during the process. Unreplied emails, not keeping them up to date (where appropriate), and failing to keep them in the loop will do nothing to grow the trust. Simply being available and ready to take the referral and act on it is a key way to show you value it.

Deliver a great service

This one is a no-brainer but sometimes the simplest things are overlooked. No matter your profession, if you get a piece of work from a referral source you need to go out of your way to provide the highest level of service for that person. The Gold Coast is a small place, and people’s memories are long, so you will only be doing yourself harm if you don’t roll out the red carpet. When it is a new relationship it is even more important as it is your way of showing the other side that you really value the referral and respect their business.

Growing great relationships with the local Gold Coast community is critical for all service businesses. If you’d like to chat about how we can help any of your clients, or simply meet up for a coffee, drop us a line on (07) 5591 2222 or contact us here.

Recent Articles

3 Key Issues Businesses Need to be Aware of in 2019

2019 is shaping up to be a pivotal year for businesses. With the decreasing Australian dollar, a slowdown in overall growth and questions over property prices there is no doubt that business leaders need to be on top of all the changes. This includes the upcoming NSW and Federal elections. We’...

Read More

How to Help Your Child Through Your Divorce

Divorce is never easy and occasionally, children can get lost in the process. Parents may end up getting preoccupied with property and financial division, forgetting to check in on their children’s emotional and physical well-being during the process. We recommend all parents focus on ‘what...

Read More

Understanding the Separation Process

As a leading family law practice on the Gold Coast, we know just how difficult the divorce process can be for our clients. When a relationship breaks down, understanding the process will help you to navigate the various stages. At MCG Legal, we have actually been through it ourselves, so have the pe...

Read More

What if You're a Stay-at-Home Mum and Getting Divorced?

It is a sad fact that not all relationships last. For many couples, the assets they accumulate during their relationship represent their entire life’s savings. So you might be asking: is there any position more disadvantageous than that of the stay-at-home mum? Well, don’t despair – th...

Read More

The Best Co-Working Spaces on the Gold Coast

In recent years, the Gold Coast has become an entrepreneurial hub. As any entrepreneur would know, the flexibility associated with working for yourself is much better than the 9-5 grind of being chained to a desk. However, with freedom comes procrastination. Fortunately, there are plenty of great co...

Read More

Professional meet-ups on the Gold Coast

If you believe the old adage “it’s not what you know but who you know” then you will appreciate the importance of meeting like minded people. Professional meetups have been around for quite some time, and people know of them as an excellent way to meet new people with similar interests. Howeve...

Read More

Tips to Remember When Purchasing a New Home

Purchasing property is often the most significant purchases you will ever make. It’s a complex process requiring many decisions. However, there is no need to panic! We help property buyers and sellers on the Gold Coast and throughout Queensland with this process all the time. The following ar...

Read More

Our Top Australia Day Activities

You can’t beat Australia day on the Gold Coast! Cold drinks, great surf and raucous backyard parties. It doesn’t matter where you turn, you’re in for a good time. If you need some fresh ideas on how to spend your Australia day, check out some of our favourite ways to celebrate Aus...

Read More

Nick's Story

Last month we gave you an insight into MCG Legal’s Principal and founder Matt Gill. This month we’re throwing the spotlight on Nick Harrison! Nick arrived at MCG Legal with a unique blend of theoretical and ‘real life’ experience. Before becoming a lawyer, Nick served the community for appr...

Read More

Everything you need to know about DNA & Paternity testing

In Australia, it is estimated that more than 10,000 people each year sign up to find out whether their child is, in fact, biologically theirs. While that number seems large, it isn’t compared to places like the United States, where there are about five times as many paternity tests per head as...

Read More

Updates On E-conveyancing in NSW

Times are changing, and technology is playing a more pivotal role in conveyancing and the property services industry as a whole. As a Gold Coast law firm that helps clients with conveyancing and property work, we wanted to highlight to all our clients in NSW the changes that have recently been made ...

Read More

Why You Need a Strong Advocate on Your Side

Having a strong advocate on your side is critical. In this piece we dive into why it is so important to get you the best possible outcome. You don’t want a piecemeal lawyer who can’t tell you directly what they believe your best course of action. Having clear advice helps put on the path...

Read More