EP. 241:Jeff Borschowa - Cloning Your Top Clients Creates a Powerful Referral Network

Most founders chase cold leads while their strongest growth channel sits untouched, the clients they already love. Referral expert Jeff Borschowa shows how to turn your top clients into a referral network that brings you more of the same. On this episode of Test. Optimize. Scale., Jeff Borschowa joins host Jason Fishman, CEO of Digital Niche Agency (DNA), to break down how real referral partnerships get built. Jeff grew his professional services firm by doubling it three years in a row with no ad spend, all from a handful of strong referral relationships. He shares how to find the right partners, how to ask without being pushy, why the most trusted networkers avoid referral fees, and a simple top-10-client exercise you can run this week. What you will learn: - Why referred clients stay longer, spend more, and trust you faster - How to spot a good referral partner with the lunch test - Where to find partners by looking upstream from your clients - How to clone your top three or four clients - How to network at a conference without a booth - Conversation starters that work even if you are an introvert - Whether to pay referral fees, and what they really cost you - The top-10-client call that restarts your referrals Chapters: 00:00 Why most founders ignore referrals 01:57 Doubling a business 3 years straight with no ad spend 05:30 Who makes a good referral partner, the lunch test 08:33 Upstream vs downstream, where to find partners 11:37 The shortcut, clone your best clients 13:00 Networking at a conference without a booth 15:46 Conversation starters for introverts 21:30 Getting partners to send you more referrals 32:23 Should you pay referral fees 37:55 The charity donation trick and your chamber 40:11 The first test, call your top 10 clients 45:42 How to scale referral partnerships 47:18 Where to find Jeff Mentioned in this episode: The Go-Giver and Endless Referrals by Bob Burg Connect with Jeff Borschowa: LinkedIn: https://www.linkedin.com/in/jeff-borschowa/ Pharos Business Services: https://pharosbusiness.com Podcast: The Lighthouse Sessions About the show: Test. Optimize. Scale. is hosted by Jason Fishman, CEO of Digital Niche Agency (DNA), an investor and customer acquisition agency. Each episode features operators and founders on what to test, what to optimize, and when to scale. Subscribe for new episodes: https://www.youtube.com/@DigitalNicheAgency/ New here? Start with this one: https://youtu.be/JTB2Nh3NMec?si=5oz4oX4k2W-WYZIY #ReferralMarketing #Networking #BusinessGrowth