Referrals. Referrals. Referrals. Man, they used to be so easy. So one of the cool parts about, I guess, the perspective I have now is a lot of the things that I never thought would change change a lot once you get larger. And there’s also things that I didn’t put enough focus on. So hopefully by watching this course, y’all can avoid some of my mistakes. Getting referrals seems like the most basic task. Do good work for somebody and ask, ” Do you know anybody else?” It is that easy, by the way, which is what makes it so infuriating when it stops working. So today is just going to be a real honest one on this video around referrals in the sense that yes, it is very simple. Do good work for someone. Ask if they have anyone you could refer them to. Get a referral. It is that easy, so I do not want to over- complicate how easy it is. But if you have over 100 employees as an agency, you’re probably looking at me right now laughing, because you know it somehow becomes impossible. Getting referrals becomes exceptionally difficult even though the concept is exceptionally easy. I haven’t mastered this.