What a great topic. I am constantly referring people, and although I used to have a trial and error approach, I have, like you, developed, over time some base rules. For me, one of the breakthrough points I learned years ago is that referrals do not need to be reciprocated directly or at all. They are often like "gifts" (just take it, say thank you, and do good work). The reason is that often people have their own motives for referring you, and that motive does not involve you.

That point works both ways--don't always expect something back. If you do expect something, be very clear from the outset what that reciprocation might be.

Certain people--because of their professional role or their personal make up--are simply not the kind that refer. We need to respect that, I think. Some people don't feel comfortable or want to be responsible.

But for the rest of us who want to help, throughtful referrals can raise your profile, create business for a client and even help you make a few good friends.

Thanks for this helpful article. A famous agent once said he always tried to get "something big" happening before lunch. Rather than check too much email, I try to get something big done in the AM -- specifically related to doing some heavy lifting for a client like legal drafting, legal research, or related to the closing of a transaction. My afternoons tend to revolve around new client meetings and calls. From 4 to 7, I focus on more client work. At night, before going to sleep, I write down a list of items for the next day. On my train ride and at breakfast, I tend to think about the items on my calender for later in the week or month. The most important thing I think is to know yourself and try to stick to a method.

This article was very helpful to me. It's helped me clarify certain goals pertaining to a particular deal I am doing too. Thank you.

Thank you for the explanation. I learned a lot. Still, I think lasting interactions are more powerful and meaningful than many short interactions. Spend the time and take a good client to dinner or go to a business party. Having said that, it seems Twitter can create leads, since the format lends to a response. I think it is more important to follow people than to be followed. That means calling (or emailing) people after you see there is a potential business connection (presuming you think the call could benefit them). Finally, not every business works for Twitter. And some people would still rather be reading a good book.

It's hard for me to remember logos (unless they are firmly placed into the public's mind through advertising). I feel the logo is a small part of the most solid brands. It seems like the overall look and feel of design, the content around a communication, all take far more 'mindspace' than the logo.

I often push for having my company redo our logo, but lately, I think it would be better if we juxtaposed it with something contrary to the logo yet true to our philosophy. Then the logo would take on new meanings.

Wouldn't miss it for the world. People frequently rush into new business ideas without knowing what aspect is protectable and the basis for (and steps needed for) protection of those ideas. I look forward to discussing some basic ways you can begin to see your business strategies and ideas.

-Rob

I represent a few fiction authors and it's just a matter of time until someone takes stories that are dramatic (not necessarily violent--that stuff is being done) and turns them into games. The trick might be finding the author willing to allow you to take liberties with their story.

I represent start ups, independents and creatives and will recommend this to them. Would have loved to come to town for the party but I will be at my LA office that week. My base of operations is in Burlingame so your office might be a good solution during those days I have SF meetings.