Building a Referral Program

presented by Felicia Brown

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One strategy for attracting potential lifetlime clients is building a robust referral program. In this course, Felicia Brown defines referrals and their sources, and explains strategies for accumulating client referrals, business referrals, professional referrals, and other types of referrals needed to develop a strong referral program. Participants will be able to compare referral sources, identify strategies for gaining more referrals, and describe strategies for gaining referrals in situations where rewards are not allowed.

Meet Your Instructor

  • Felicia Brown, LMBT

    Felicia Brown, LMBT

    Felicia Brown, LMBT is the owner of Spalutions!, (www.spalutions.com) a firm that provides business and marketing coaching and education for massage, spa, and wellness professionals. Felicia is passionate about inspiring others with her practice by sharing her knowledge and experiences. This practice of “cooperative competition” has been a cornerstone of Felicia's career ever since she became a massage therapist in 1994. She continues to apply this way of thinking in her coaching, writing, and teaching. With appearances at many state, national and international conferences for the massage, spa, and wellness industries, Felicia has become a sought-after speaker and educator. She is the author of Free & Easy Ways to Promote Your Massage, Spa & Wellness Business: Volume 1 and Reflections of My Heart: A Poetic Journey of Love, Life, Heartbreak and Healing. She is also a contributing author to several other books. Additionally, Felicia has written for numerous trade publications including Les Nouvelles Esthetique & Spa, DAYSPA, Spa Magazine, Skin, Inc., Massage Therapy Journal, Massage Magazine, Massage & Bodywork, Spa Management Journal, Spa Business and Dermascope. She is also a practicing massage therapist, Certified Guerrilla Marketing Coach and NCBTMB/FL Approved Provider. Over her career, Felicia has won numerous awards for her business skills and accomplishments including 2005 Small Business Person of the Year from the Greensboro Chamber of Commerce. Other awards include 2011 Volunteer of the Year (American Massage Conference); 2009 Spa Person of the Year (Day Spa Association); Top Entrepreneurs of 2009 and Top 25 Movers & Shakers of 2008 by Business Leader Magazine, 2007 National Volunteer Committee of the Year (American Massage Therapy Association), 2004 Women in Business (The Business Journal), 2003 Forty Leaders Under Forty (The Business Journal), 2003 Best Places to Work (The Business Journal), and 2005 Best Spa in Greensboro (Triad Style). As one who loves to educate others, Felicia also hosts the Pre-Conference Broadcast Series on One Concept Radio where she interviews various massage, chiropractic and wellness speakers and educators. She is also a member of the editorial advisory board for DAYSPA Magazine. Felicia makes her home in Greensboro, North Carolina. In her spare time, Felicia is a casually competitive tri-athlete and also enjoys yoga, reading, cooking, travel, and spa/travel adventures of most any sort.

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Chapters & Learning Objectives

Download Learning Objectives
  1. What Are Referrals?

    1. What Are Referrals?

    The first chapter of this course defines referrals and explains their importance. Felicia Brown also identifies key referral sources that will be discussed in subsequent chapters.

  2. Getting Client Referrals

    2. Getting Client Referrals

    This chapter details effective strategies for leveraging the most accessible referral source: clients. Strategies include direct engagement, rewards and incentives, and followup.

  3. Business Referrals

    3. Business Referrals

    This chapter details examples of business referrals, or referrals that come from engaging with other businesses in the community.

  4. Professional Referrals

    4. Professional Referrals

    The fourth chapter of this course addresses referrals from other medical professionals to you, including strategies for connecting with client’s providers and a case study illustrating these steps.

  5. Other Referral Sources

    5. Other Referral Sources

    This chapter details other referral sources that therapists can leverage for even more referrals, including other practitioners, industry locator services, and other technological options.

  6. When You Can't Reward

    6. When You Can't Reward

    To wrap up this course, Felicia Brown discusses options for practitioners who live in states where it is not legal to provide rewards for referrals, or where rewarding is otherwise not possible.