Elizabeth, welcome back to the podcast. Hi, Natalie. I'm so excited you're here. Talk to me about why you wanted to do this episode. Yes. So it was one day I had several calls back to back with new members who are coming into our program. We always have a call as they join the program just to get to know each other. It helps ground me in their business and their goals.

And three in a row, like literally, back to back, when I asked, where do your current clients

come from?

One after the other, they said, oh, well, most of my clients are all through referrals.

And it was said just like this, you know, hanging their head.

And then they would say, oh, I want, that's something I want to change.

I need to create a pipeline.

And then they would talk about having a freebie or should they run ads and knowing

your teaching.

And I know you often say like the best source of

new clients is from your current clients. So I knew that you love referrals. And so I thought,

well, this is something we should talk about more. Yes. I think that we just need a name for it.

And there is a name for it and it's called

relationship marketing and that's where business comes to you based on the relationships

you've developed and it can include your business relationships. It can include your personal

relationships. It can include people your meeting on the baseball field, you know, with your kids or the

soccer field or the dance studio. It's really being open to connecting with others and sharing what

you do, but also being a resource for other people. I would say even more it is being out there

and helping other people. And when you are

connected to people, it's just natural that we all want to help one another. And so I love when

people say they have a referral based business. I get so excited because one that tells me that you do really great work and two, that you

are liked by others and people want to help you and that you're known for something as well,

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