Updated March 2026

So many contacts, so little time. That’s the dilemma many professionals face when seeking referrals. Even if you feel too busy to stay in touch with your circle, you might make the mistake of letting these contacts drift away. When that happens, valuable contacts can turn back into strangers.

Thankfully, you can gain referrals from past clients and others in your network. This is well worth the effort: the top producers receive about 80 percent of their business from referrals. To do this, you just need to use your time more effectively by prioritizing your contact strategy.

The main question, then, is deciding whom you should target. Should you just reach out to your top contacts? What qualities should you look for when choosing the best referral sources? And how can you handle all this work on top of everything else?

Fortunately, it’s easy to learn which contacts to prioritize. If you’re always asking, “How do you get more referrals?” these are some traits that can help you identify a good source in just five minutes or less.

1. Your best referral source has a large network

It goes without saying that someone with many professional connections has a greater likelihood of referring business to you, and it’s fairly easy to get an idea of the size of your contact’s professional network.

A simple search on LinkedIn and Facebook will lead you to an individual’s profile, which displays the total number of his or her connections and followers. While your contact may not have a close relationship with most of these people, a high number of connections is a good indicator that this person values professional networking. Their circle will be an excellent resource to mine: According to Nielsen research, 88 percent of people worldwide trust recommendations from people they know over any other form of advertising.

2. They have active engagement

Of course, being connected to a lot of people is useless without interaction. With a little online research, you’ll be able to easily tell if a professional is interacting and making a good impression within their own network. Do a quick scan of their social media activity to get a sense of how the professional is sharing, commenting on other people’s updates, and engaging in conversations.

If your budget allows, consider using a social analytics tool. Simply open the interface and then type in a name; under the ‘Influencers’ tab, you will see statistics for ‘reply ratio’ and ‘retweet ratio.’ Both are good indicators that the person is interacting within his or her own network, and not just broadcasting their own messages, making them one of your best referral sources.

3. They’re genuinely interested in others

The most effective referrals come from one person’s desire to help another. These people are the ones who are more likely to refer you—even without being prompted—if they know of someone in need of your services.

During a conversation, you can quickly tell whether a contact shows an interest in others. They will ask questions. They will pay attention to the responses, and they will talk more about others than they will about themselves.

4. They have great listening skills

By listening to what others say, good contacts can identify potential referral opportunities. For instance, a friend won’t always ask your contact if they know of a good real estate agent, but if the contact mentions that they are expecting another child, an observant listener might recognize the potential need for a bigger house.

If someone is a good listener, it’s another trait that will be apparent when you talk with them for a few minutes. If they are more interested in what they have to say than in what you have to say, however, they probably won’t be able to pick up on any referral opportunities. But even people who are focused on their own business goals can make for strategic partnerships.

5. They’re enthusiastic about your service

Your biggest fans are often your best referral sources—not because they know more people, but because they come across as more convincing to the people they do know. You can’t fake enthusiasm; it’s contagious. These influencers are also the most likely to go out of their way to sing your praises. You can count on them for unsolicited referrals.

You shouldn’t even have to start a conversation in order to know who these people are. You’ll know, because they keep coming back to you. They stay engaged with your digital outreach, and they go out of their way to post positive reviews about you.

Once you know who your best referral sources are, make sure you build a relationship with them. Keep in regular contact with them, and don’t forget to ask them directly for referrals. Most of them will be happy to comply.

Download the FREE e-book now to learn how top producers get more referrals.