Encore Presentation: Why Referrals Fail Without This One Thing

Some episodes are worth revisiting.This conversation with process consultant Adi Klevit is one of them.Most professionals think referrals are about relationships alone.But the truth is:Referrals often fail because of what happens after the handoff.In this episode of Can I Borrow Your Car, Mike Garrison and Adi Klevit break down:Why processes and systems directly impact referralsThe importance of clear communication and handoffsHow execution shapes trust and reputationWhy sales is only the beginning of the client experienceHow strong businesses create confidence through systemsIf you want more referrals, stronger collaborations, and a business that consistently delivers…This episode is as relevant today as ever.🎧 Listen now on Apple, Spotify, or YouTube.Learn more about Business Success Consulting Group: https://bizsuccesscg.com/Connect with Adi: https://www.linkedin.com/in/adiklevit/Learn More About Can I Borrow Your Car: https://caniborrowyourcar.comSubscribe to the Can I Borrow Your Car Substack: https://bit.ly/CanIBorrowYourCarSubstackConnect with Mike on LinkedIn:https://www.linkedin.com/in/mikegarrisoncaniborrowyourcar/Buy your copy of Can I Borrow Your Car: https://amzn.to/3ZeudQVEmail Mike: [email protected] Mike: 540-314-5665

Most business owners are building for a future that isn’t guaranteed.In this episode of Can I Borrow Your Car?, Mike Garrison breaks down a powerful shift:👉 Stop delaying your life👉 Start designing your business around what actually mattersFrom fly fishing in the middle of the week to building deeper client relationships, this episode is a reminder that:Your life is your greatest marketing assetReal connection beats surface-level networkingAnd the best businesses are built around real humans, not just revenueIf you want more referrals, stronger relationships, and a business that actually supports your life… this one hits.Learn More About Can I Borrow Your Car: https://caniborrowyourcar.comSubscribe to the Can I Borrow Your Car Substack: https://bit.ly/CanIBorrowYourCarSubstackConnect with Mike on LinkedIn: https://www.linkedin.com/in/mikegarrisoncaniborrowyourcar/Buy your copy of Can I Borrow Your Car: https://amzn.to/3ZeudQVEmail Mike: [email protected] Call Mike: 540-314-5665

This week’s episode of Can I Borrow Your Car? brings together a series of real, unfiltered conversations from Mike Garrison’s “Under the Hood Series.”Inside this episode, Mike tackles a few things that matter more than most people want to admit:Why saying “I’m going to steal that” is the wrong mindset, and what to say insteadThe simplest (and most overlooked) way to generate referralsA hard truth about marketing: organic reach is disappearingWhy word-of-mouth still works, but only if you’re intentionalAnd a real-life reminder that business doesn’t happen separate from life… it happens inside itThis is a mix of strategy, perspective, and reality, because building a business isn’t just about growth… it’s about ownership, relationships, and showing up when things aren’t perfect.Learn More About Can I Borrow Your Car: https://caniborrowyourcar.comSubscribe to the Can I Borrow Your Car Substack: https://bit.ly/CanIBorrowYourCarSubstackConnect with Mike on LinkedIn: https://www.linkedin.com/in/mikegarrisoncaniborrowyourcar/Buy your copy of Can I Borrow Your Car: https://amzn.to/3ZeudQVEmail Mike: [email protected] Call Mike: 540-314-5665

Most people think networking is the answer.It’s not.In this episode of Can I Borrow Your Car?, Mike sits down with Jim Ries—business development leader and master connector—to break down the difference between knowing more people and knowing people more.Jim shares his journey from the family shoe business to becoming a key growth driver at a major law firm—and what he’s learned about trust, referrals, and building relationships that actually produce results.You’ll learn:Why trust is the foundation of every great referralThe difference between networking and true collaborationHow to build a referral network that makes you look like a geniusWhy generosity and follow-through matter more than strategyThe exact approach young professionals should take to build influence earlyIf you rely on relationships to grow your business, this one is required listening.Connect with Jim: https://www.linkedin.com/in/jimrieslegalbdguy/Call Jim: 410-733-6133Learn more about Offit Kurman: offitkurman.com Learn More About Can I Borrow Your Car:https://caniborrowyourcar.comSubscribe to the Can I Borrow Your Car Substack: https://bit.ly/CanIBorrowYourCarSubstackConnect with Mike on LinkedIn: https://www.linkedin.com/in/mikegarrisoncaniborrowyourcar/Buy your copy of Can I Borrow Your Car: https://amzn.to/3ZeudQVEmail Mike: [email protected] Call Mike: 540-314-5665

Most professionals think referrals are about relationships.They’re wrong.In this episode of Can I Borrow Your Car, Mike sits down with process expert Adi Klevit to unpack the real reason referrals succeed—or fall apart.Because it’s not just about getting the business…It’s about what happens after the sale.They break down:Why sales without delivery is a broken systemThe critical role of handoffs inside your businessHow poor processes quietly kill referralsWhy collaboration needs structure—not just goodwillAnd how the best professionals build trust through executionIf you want more referrals, better clients, and stronger partnerships…you don’t need more marketing.You need better systems.Learn more about Business Success Consulting Group: https://bizsuccesscg.com/ Connect with Adi: https://www.linkedin.com/in/adiklevit/Learn More About Can I Borrow Your Car: https://caniborrowyourcar.comSubscribe to the Can I Borrow Your Car Substack: https://bit.ly/CanIBorrowYourCarSubstackConnect with Mike on LinkedIn:https://www.linkedin.com/in/mikegarrisoncaniborrowyourcar/Buy your copy of Can I Borrow Your Car: https://amzn.to/3ZeudQVEmail Mike: [email protected] Mike: 540-314-5665

In this episode of Can I Borrow Your Car?, Mike dives into a hard truth many professional advisors avoid:You are in sales whether you admit it or not.Too many professionals hide from the sales process while expecting referrals, introductions, and new clients to magically appear. But successful firms understand that real growth comes from embracing sales as a disciplined, strategic process.Mike breaks down:Why professionals must embrace sales to truly help clients succeedThe danger of becoming a “relationship assassin” or “referral assassin”Why high-value business development requires multiple touchpoints and strategic sequencingHow to demonstrate immediate and ongoing ROI for clientsA powerful leadership question every business owner should ask:“Would I build this business again?”If you're a financial advisor, consultant, or professional service firm leader who wants better referrals, better clients, and a stronger business model — this conversation is for you.Because in real business:Be real.Be human.Be authentic.Learn More About Can I Borrow Your Car:https://caniborrowyourcar.comSubscribe to the Can I Borrow Your Car Substack: https://bit.ly/CanIBorrowYourCarSubstackConnect with Mike on LinkedIn: https://www.linkedin.com/in/mikegarrisoncaniborrowyourcar/Buy your copy of Can I Borrow Your Car: https://amzn.to/3ZeudQVEmail Mike: [email protected] Call Mike: 540-314-5665

We are no longer in the Information Age.And if you’re in professional services, that should make you uncomfortable.In this episode of Can I Borrow Your Car?, Mike unpacks what he believes is the biggest shift facing accounting, legal, consulting, coaching, and financial advisory firms:We are entering the Execution Age.AI isn’t the problem.It’s the symptom.The real challenge?Repricing. Transparency. ROI. Alignment.Mike dives into:Why information is now a commodityThe danger of optimizing an outdated business modelWhen it might make sense to “take chips off the table”Why referrals outperform branding for serious sales organizationsHow to think historically about technology disruption and pricingAnd what it means to build a business you’re actually at peace withThis isn’t doom and gloom.It’s opportunity.If you deliver real ROI, not just advice, the next decade could be your greatest growth window.But only if you evolve.Learn More About Can I Borrow Your Car: https://caniborrowyourcar.comSubscribe to the Can I Borrow Your Car Substack: https://bit.ly/CanIBorrowYourCarSubstackConnect with Mike on LinkedIn:https://www.linkedin.com/in/mikegarrisoncaniborrowyourcar/Buy your copy of Can I Borrow Your Car: https://amzn.to/3ZeudQVEmail Mike: [email protected] Mike: 540-314-5665

What if the real reason advisors struggle… isn’t skill, it’s sales?In this episode of Can I Borrow Your Car?, Mike sits down with George Sandmann, founder of Growth Drive, to unpack what truly separates elite professional advisors from everyone else.George shares his bold strategic intent: helping $1 trillion of private businesses increase strategic capacity. But here’s the catch:Nothing happens until you sell something.They dive deep into:The difference between a qualified client and an ideal clientWhy most advisors sabotage deal velocityThe hidden cost of saying yes to the wrong engagementWhy AI will compress fees, but not valueHow to price for ROI (and stop charging like an employee)Why referrals fail, and how to fix themThe three non-negotiables for doubling revenue in 24 monthsIf you’re an advisor, consultant, wealth manager, CPA, EOS implementer, or business strategist…This one might make you uncomfortable.Good.Because growth isn’t transactional, it’s intentional.Connect with George: [email protected] and growth-drive.comLearn More About Can I Borrow Your Car: https://caniborrowyourcar.comSubscribe to the Can I Borrow Your Car Substack: https://bit.ly/CanIBorrowYourCarSubstackConnect with Mike on LinkedIn: https://www.linkedin.com/in/mikegarrisoncaniborrowyourcar/Buy your copy of Can I Borrow Your Car: https://amzn.to/3ZeudQVEmail Mike: [email protected] Call Mike: 540-314-5665

In this episode, Mike tackles one of the most uncomfortable topics in professional services: fees.AI is changing buyer behavior.Transparency is reshaping trust.And fee compression is coming whether you like it or not.If you’re an advisor, consultant, CPA, attorney, coach, or firm owner, this episode is a wake-up call.Mike dives into:Why “1%” isn’t the real conversationHow AI is already influencing your prospectsWhy information alone is becoming worthlessThe danger of sunk cost fallacy in your business modelHow to evolve without blowing up your current firmWhy execution (not knowledge) is your moatThe difference between networking and intentional referral strategyIf you believe you're worth more than 1%, this episode will challenge you to prove it — clearly, structurally, and repeatedly.Because the future doesn’t belong to the informed.It belongs to the executors.Learn More About Can I Borrow Your Car:https://caniborrowyourcar.comSubscribe to the Can I Borrow Your Car Substack:https://bit.ly/CanIBorrowYourCarSubstackConnect with Mike on LinkedIn:https://www.linkedin.com/in/mikegarrisoncaniborrowyourcar/Buy your copy of Can I Borrow Your Car:https://amzn.to/3ZeudQVEmail Mike: [email protected] Mike: 540-314-5665

Last week I recorded a series of short videos that turned into something bigger.This episode brings them together into one message:You are in commercial sales.AI is here.And how you buy determines how you’ll be bought from.If you’re a CEPA, attorney, CPA, consultant, financial advisor, or professional service firm selling to business owners, you are in commercial sales whether you like it or not.And if you don’t embrace that? You’ll struggle.In this episode we talk about:Why sales is the only essential function in a for-profit businessWhy marketing without sales results is meaninglessThe hidden hypocrisy in how professionals buy vs. how they expect to be bought fromWhy giving must precede getting in a real referral systemHow AI is disrupting accounting, legal, financial services and consultingWhy the future belongs to those who are more human not more automatedPlus, I share a personal reflection on rebuilding locally in Southwest Virginia and why it’s never over if you’re willing to evolve.This is part challenge.Part warning.Part opportunity.If you’re in senior leadership at a professional firm, you probably have less time than you think.Let’s go.Learn More About Can I Borrow Your Car:https://caniborrowyourcar.comSubscribe to the Can I Borrow Your Car Substack: https://bit.ly/CanIBorrowYourCarSubstackConnect with Mike on LinkedIn: https://www.linkedin.com/in/mikegarrisoncaniborrowyourcar/Buy your copy of Can I Borrow Your Car: https://amzn.to/3ZeudQVEmail Mike: [email protected] Call Mike: 540-314-5665