How to Get More Referrals
Step Into Strategic Advisory – Without the Overwhelm
Referrals are built on trust, and trust grows when you help others solve problems. In this VFD Business Development Academy session, Steve Darnell shows how to generate consistent referrals by asking better questions, finding shared opportunities, and positioning yourself as a genuine collaborator and business partner.
Generating referrals isn’t about sales tactics or marketing gimmicks, it’s about building relationships through understanding, empathy, and insight.
In this VFD Business Development Academy session, “How to Get More Referrals,” Steve Darnell explores a simple but powerful approach to growing your network: focusing on the other person’s world first.
By using the Six Wise Men framework, asking Who, What, Why, Where, When, and How, you uncover the hidden challenges that create opportunities for collaboration. Steve demonstrates this approach through a detailed case study in the dentistry sector, showing how open questions can reveal pain points such as inconsistent supplier pricing, high admin costs, and capacity loss due to inefficiency.
The magic happens when those pain points are linked to financial outcomes: gross margin, cash flow, and business value. That’s where accountants and advisors can bring their “financial superpower”, translating business issues into measurable numbers that prove impact.
The session also highlights how to:
Turn supplier conversations into referral opportunities.
Use storytelling and real-world data to illustrate your value.
Develop joint propositions with other professionals to deliver combined client solutions.
Build trust by listening, questioning, and mapping problems before offering advice.
Create a repeatable framework for identifying, engaging, and converting introducers into long-term collaborators.
Steve closes the session by demonstrating how to move from conversation to action — using “next step” questions that secure introductions immediately. Whether it’s a follow-up meeting, a joint event, or a cross-promotion with a supplier, the goal is always to keep momentum.
This practical session is designed for accountants, advisors, and finance professionals ready to use their expertise to help others — and, in doing so, generate a steady flow of high-quality referrals.
Watch the full session to learn how to turn simple conversations into profitable partnerships, and make referrals a consistent part of your growth strategy.