Just got back today from an amazing weekend in the mountains of Panama on the Costa Rican border, touring coffee plantations, hiking, zip-lining….so much fun!

One of my favorite subjects in these blogs/emails are talking about developing your “bird-dogs” or your “army” of fans who give you referrals.

We all have raving fans that love our work and want to see us succeed.

What are you doing with these people in your SOI?

Me personally, I am touching these people like crazy (get your mind out of the gutter)!

I separately categorize my referral sources and schedule to touch them at least once a month (e.g., calling them, emailing them, doing hand notes, taking them to dinner, lunch, coffee, etc.).

You get the picture.  

Treating them with kid gloves is the key to really working your SOI.

These people like you, love you and want you to succeed.

And when they do give you a referral, do something nice for them, whether that referral turns into a deal or not.

I give them a hand written note with a $20 Starbucks card.  And they love that!

Take care of them and they’ll take care of you.

So, what are you doing for your army?