How To Keep Those Referrals Rolling In


Did you know that a tiny part of the brain called the hypothalamus helps regulate things like thirst, hunger, parental behaviour, pain and pleasure?  It’s true and the hypothalamus likes validation, it registers pleasure in helping others and being rewarded for helping others.  In fact it’s the place for us to recognize we need to belong to something bigger than just ourselves.

So what you ask…

Well what are Christmas and the holiday break all about?  Helping and rewarding others by giving gifts and recognition to those we have worked with during the year.  We can satisfy the urge of the hypothalamus by giving all year around in fact, simply by exercising the Givers Gain philosophy!

In fact for good referrers it’s Christmas all year!

As human beings we are actually naturally wired to make referrals and it is a satisfying urge, which can and should be satisfied all year around.  Just because Christmas is around the corner doesn’t mean that business stops and that referrals stop as well.

In order to maintain that good feeling and keep out hypothalamus humming all year follow these five simple points.

Refer to Build Your Business

It’s true and we know that the more referrals we give, the more we get, so give referrals and watch your business grow.  Referrals build our social currency and bring us to the forefront of other business owner’s minds.  By providing a referral we make a little deposit into their referral bank account.  Eventually we will either be able to withdraw or be given deposits of our own.

Making Referrals Involves Some Risk

Again the hypothalamus monitors fear, so make sure that you have confidence in the person you are referring.  More importantly make sure that they trust you so they will be confident to refer you in return.  Trust underpins all referrals and business will evaporate if no trust exists.

Boring Businesses Miss Out on Referrals

Back to that hypothalamus again, remember it registers pain and pleasure.  Make sure your business is a pleasure to deal with, make it easy for others to refer you.  Take the time to educate your contact sphere about the exciting aspects of your business that will make you or your product more saleable.

Be Committed, Turn Up, Participate

Consistency builds more and more trust.  If you consistently turn up at your BNI Chapter Meeting, participate fully, give referrals, do 1-2-1 meetings and hand in Thank you for Closed Business slips, other Chapter members know that you are serious and will work harder to support you in return.

Follow the System

A fully functioning business is simply put a set of systems or processes put into place to reach a desired outcome.  Generating referrals is about following a system. Having a Referral Marketing Plan is the key to a successful system this includes a referral marketing vision, clear goals and an action plan to make your system work.

Remember a happy hypothalamus is a referring hypoyhalmus!

Article written by the Lindsay Adams National Director of the Referral Institue

Lindsay Adams National Director, Referral Institute The Referral Institute is a training and consulting company that specializes in working with business owners and sales people to help them develop referral their marketing vision, plans and goals, before they go to BNI to take action.  Find out more at or email Lindsay directly at 

Categories : Referrals


  1. Fantastic Blog and using the hypothalamus, As a long time BNI member coming into my 5th year, I love this thanks 🙂

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