The Referral Code: Unlock a Constant Stream of Business Through the Power of Your Relationships Paperback – October 12, 2010

No matter what business you are in, if a large percentage of your leads are not coming from referrals, you're missing a very important aspect of generating new business. In their book THE REFERRAL CODE, authors Larry Pinci and Phil Glosserman will show you how to carry exactly what the sub-title suggests; how to UNLOCK A CONSTANT STREAM OF BUSINESS THROUGH THE POWER OF YOUR RELATIONSHIPS.If you've read Pinci & Glosserman's earlier book, Sell the Feeling, then you know this book is well worth reading. This is a business allegory and is a continuation of sorts of the allegory told in their earlier book. Neil, the main subject in Sell the Feeling, is now married to a young woman named Jennifer. When Jennifer finds herself under the supervision of a new sales manager that is a big advocate of cold calling and has set almost untenable benchmarks, Neil suggests she turn to his old mentor, Sam for guidance.In the story that follows, Sam takes Jennifer under his wing and over the next few weeks, lays out a plan for generating new business that he calls the referral code. Pinci and Glosserman do a superb job of covering every detail you need to know to put the referral code to work for you no matter what business you are in. I am convinced if you follow what is outlined here, you will generate more referrals than you have ever had.When you are baking, unlike stove top cooking, you're not really following a recipe, you're following a formula and that formula must be carried out with precision and in the proper order. That's what the referral code is. It's a formula that when carried out step by step, will produce the results you are looking for.More and more today, we are finding books offering additional on-line information and tools, only most of the time that additional information doesn't amount to much. I've had a chance to look this over the free additional online information here can be put to work immediately to help you implement your own referral code. I really enjoyed reading the free download; `What Every Business Person Needs to Know About Making and Maintaining Agreements". If you manage a sales staff, you will find very useful information here.I've read a few other books about building referrals and they've all been helpful, but The Referral Code outlined by Pinci & Glosserman is the simplest and makes the most sense. This is a common sense approach to putting the power of networking to work for you. I highly recommend this book.

I just finished Phil and Larry's Referral Code and loved it. It is a quick read and loaded with so many great ideas, many of which are just a common sense way of looking at asking for referrals. I can't wait to start using their systems as I know it will increase my referral business substantially. The best part of the book was hearing when is the best time to ask for referrals as we all have passively asking for a referrals at the wrong time. Great job guys as the story telling is the best way to convey the message. I just ordered 10 copies to give to people. I am 100% confident this book if used correctly is worth its weight in gold. Anthony

I have been sitting on a gold mine of both personal and business relationships but did not know how to convert them into profits. In "The Referral Code", Larry and Phil have given me an easy to follow road map to $$$$. I have am in real estate and have several patents on products. In the short time I have put "The Referral Code" into practice, I am already seeing results. Yes people really want to help me! Also, if you haven`t read "Sell the Feeling" by Larry and Phil, you should. It helped me land a my biggest account!! Thanks guys.........Paul

Very quick read but delivers powerful techniques to gain more referrals. Well worth the money and the three hours I spent reading it.

I work in the commercial insurance industry where relationships and reputation are vital to success. I've received some great referrals over the years, but I've pretty much waited for them to come my way. Now, The Referral Code has provided me with an easy and practical system for proactively turning my relationships into a consistent stream of referrals. I've had an opportunity to put the system to the test, and it definitely works. I recommend this book for anyone who wants to move from cold-calling to a more effective, efficient (and pleasant) approach to generating new relationships.

For over 25 years I have guessed and shot from the hip on asking for referral's, in a referral only business. Now I can see why I have had success with referral's and why not. This understanding has brought clarity and ease to a space, that in the past brought me anxiety and concern that I was imposing on someone. Ridiculous! Now I get it. I actually look forward to the opportunity's of asking for referrals. I will teach "The Referral Code" to the stuntwomen that I mentor!Lisa McCullough Stuntwoman, Stunt Driver, Speaker and Coach

I've read Larry's first book Sell the Feeling and thought it was one of the best sales books I've read to date. I can attribute a 40% increase in my income due to the book, so I was very excited to read the new one. I've already secured two new referral sources (clients)that I'm working with and have 3 appointments for next week with big producers from tips from The Referral Code. I'm giving it the 2 thumbs up review.

You exceed my expectations again! After reading, Selling the Feeling, I was totally blown away and thought can they do it again! and the Answer is a resounding yes. I love this book!