How We Built an Irrigation System for Agency Referrals

Most agencies live and die by referrals.

But here’s the catch:

• They usually happen randomly.
• When you do ask for intros, it feels like giving people homework.
• And even if you’re consistent, it’s hard to know where the real opportunities actually are.

In this solo episode, I share my journey from the “analog networking” days of wandering trade shows… to running hundreds of cold campaigns during the trust recession… to finally cracking the code on how to make referrals systematic, scalable, and predictable.

You’ll learn:

• Why SaaS-style sales playbooks fail for agencies
• How to map your connectors against your market to uncover hidden paths into targeted accounts
• Why reducing friction, not persuasion, makes referrals stick
• The simple weekly cadence that can turn referrals from “rain dance” to irrigation system