The wisdom I am about to impart did not come to me in a dream, or in a flash. I learned what I am about to inform you through experience and disappointment. Early in my career, I gave out referrals like popcorn if I knew the person and I knew he or she did what the person asking was looking for, I gave the referral. I did no check. I had no quality control. Once in a while I was lucky, and the referral worked out. More often than not, that was not the case. The great tennis partner, who happened to be a CPA, spent far too much time on his backhand. The next door neighbor who was also a Realtor was really a “play act” Realtor, who worked when she wanted to and returned phone calls when it was convenient for her.

What is the lesson here? Do not give referral sources until you have first-hand knowledge of the person’s likeliood to perform. Ask the person for references from satisfied customers or clients. Do as much “due diligence” on this person as if you were going to use the person, yourself.

The reality of a referral is simple. By giving a client or a customer a referral, you are giving that person a part of yourself. You are telling the client that you will stand behind the person you refer. You are assuring the customer that the person you are suggesting they use can do what is required. You are not giving a Tax Accountant an engagement in Auditing. You are not giving a trial lawyer a referral in real estate.

If you are careful, and niggardly (I might add), in your referrals, and you really believe in them, you will enhance your standing with the customer or client. If you are anything else, you stand an excellent chance of damaging your career. That is a huge risk.

Do the work before you give the name!!!!!