Giving and receiving referrals can and should be predictable if you work at it efficiently. The first step to achieving better results lies in knowing who already passes you referrals and who could be great sources. And if you want more from the first group make it a big deal when they send one your way. It's critical for it to be FUN to work with you, so make it a point to lift them up. A thank you card and phone call is a must but what about asking them how you can help them. Now you can specifically look for who it is they want to meet or get them the information they may be requesting. This unfortunately is not a common practice and will make you stand out.

Now, how do you develop people in your sphere into referral givers? First, begin with giving to them. It's called Reciprocity. By not asking but demonstrating the act you will naturally show them the way.  Again, when you're making those monthly or quarterly calls to your sphere have a plan before you pick up the phone. For example, let them know that your calling to update your records and retrieve info like husband and wife's birthday, their anniversary date and so on. Don't get too personal unless you know it's ok. After this ask them "How is it that I could help you and your business" or " You know John or Mary I want to be a resource to you I was wondering how we might  be better able to serve you". The point is to focus on them! They deserve it. After you find the answer or make contact with who it is they want to do business with set up a personal introduction or get permission for the person in your sphere to contact them. You might be thinking this requires a bunch of work. The first day at anything is always the toughest. Work at it by educating yourself on networking and by putting it to practice.  It creates lasting relationships and pays big dividends for those who work at it.