Can I Borrow Your Car?

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

In this episode, I sit down with my friend, Carl Cox, a “recovering CPA,” strategic thinker, and one of the most authentic leaders I know. What starts as a conversation about strategy quickly turns into something much deeper: faith, fear, identity, and the courage it takes to show up fully as yourself.Carl shares a powerful story about stepping onto a stage, abandoning the polished business persona, and speaking from the heart, and how that single decision transformed his business, his relationships, and the people in the room.We talk about:• Why authenticity is now a competitive advantage• The real future of business in an AI-driven world• Why relationships will always outperform tactics• Execution vs. information — and why most people are stuck• Faith, clarity, and confidence in directionThis episode isn’t about hype.It’s about alignment.And the freedom that comes when you stop pretending.If you’re a business owner navigating uncertainty, pressure, or the rapid changes coming our way, this conversation is for you.Connect with Carl: https://www.linkedin.com/in/carljcox/ Register for the 40 Strategy Growth Workshop: https://40strategy.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/3ZeudQVAre you a good fit for the Strategic Referral Team? https://strategicreferralteam.com Email Mike: [email protected] Call Mike: 540-314-5665

Social media isn’t the problem.How we use it is.In this episode, I unpack a paradox I see every day: good people using social media in ways that strip out their humanity. Automation, mass DMs, shallow tactics — all in the name of “marketing.”But here’s the truth: you don’t have to do social media.And if you are doing it, you should do it on purpose.We talk about:Why vision and mission must drive your marketing (not fear or trends)Why social media is a tool — not a Swiss Army knife for everythingHow strategy, not hustle, separates impact from mediocrityWhy investing in people beats investing in programsHow to stay human in a world moving fast toward AI and automationIf you want your marketing to deliver results and deepen your humanity — this conversation is for you.Be human. Be intentional. Be strategic.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

In this eye-opening episode of Can I Borrow Your Car?, Mike Garrison sits down with marketing strategist and longtime collaborator John Lusher to break down the latest 6sense Buyer Experience Report — and what it really means for small, elite professional service firms.Buyers are moving upstream. Decisions are being made before a seller ever enters the conversation. 80% of deals now go to a vendor someone on the buying team already knows personally. Meanwhile, AI isn’t replacing research — it’s multiplying confusion, accelerating timelines, and raising the bar on digital presence.Mike and John unpack:Why organic reach is not a strategyThe myth that “great expertise sells itself”How consistency + credibility = early shortlist placementWhy AI Engine Optimization (AEO) is the new SEOThe only shortcut in modern deal flow — and when you should use itHow small firms can win big by focusing on ideal clients, content they’ll stick with, and a referral ecosystem that actually scalesThis is the playbook for professional service owners who refuse to be invisible while their competitors get chosen first.Read the 2025 B2B Buyer Experience Report: https://6sense.com/science-of-b2b/buyer-experience-report-2025/Learn More About The Social Buzz Lab: https://webuildbuzz.com Connect with John: https://www.linkedin.com/in/johnlusher/ Email John: [email protected]: 540-314-7145Learn 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 of Can I Borrow Your Car?, Podcast, I sit down with my good friend and marketing partner, John Lusher, founder of The Social Buzz Lab, to talk about one of the most misunderstood, yet absolutely vital, parts of business growth: Ideal Client Acquisition.We dig into what it really means to define your ideal client, why so many business owners get it wrong, and how refining your focus can transform not only your marketing, but your entire business.From sales and systems to the role marketing should actually play in your business, this is a conversation packed with honesty, hard-earned lessons, and a few laughs along the way.If you’ve ever said, “We need better clients,” this episode is for you.🎙️ Listen now and start thinking differently about who you serve — and why it matters.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: 540-314-5665Connect with John: https://www.linkedin.com/in/johnlusher/ Learn more about The Social Buzz Lab: https://webuildbuzz.com

In this episode of the Can I Borrow Your Car? Podcast, Mike discusses the dual nature of AI, exploring its potential to simplify life while also questioning the authenticity of relationships and trust in a world increasingly influenced by technology. Mike also emphasizes the importance of human connections that cannot be replicated or replaced by AI.TakeawaysAI has the potential to simplify life for many.The impact of AI on content creation is significant.Real-world relationships cannot be replaced by technology.Trust is a fundamental aspect of human interaction.The perception of a better world varies across different cultures.AI's influence raises questions about authenticity.Human connections are irreplaceable by AI.The future of technology must consider human experiences.AI can create challenges in maintaining relationships.The balance between technology and humanity is crucial.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

In today’s tech-driven world, it’s easy to lose sight of what really matters. In this episode, Mike challenges entrepreneurs, advisors, and professional service providers to ask a deeper question — does your marketing feed your soul?He explores how to build significance while building your business, why tactics alone will never replace relationships, and how true growth starts with being human. Drawing parallels from fly fishing to referral marketing, Mike shares why marketing without soul might work — but it won’t last.Listen in for a reminder that the most effective marketing isn’t about chasing algorithms, it’s about connection, integrity, and meaning.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

In this episode of Can I Borrow Your Car?, I sit down with my longtime friend Mike Cook—entrepreneur, rancher-at-heart, and author of People & Profit—to talk about collaboration, referrals, and why vendors are people first, not just line items. We dig into the faith-driven mindset behind serving everyone who touches your business (customers, employees, vendors, stakeholders), and how an abundance + stewardship framework creates healthier profit.Mike shares his “first day in outside sales” disaster, how that pushed him toward building a business by referral, and why paying vendors early and with respect becomes a competitive advantage when things go sideways. We also unpack his three-person leadership model (Chief Stewardship Officer for employees, Chief Brand Officer for customers, COO for vendors) and talk legacy: passing down values and valuables so your culture survives succession. If you’ve ever treated vendors as a cost to crush instead of partners to cultivate, this one will reset your compass.Connect with Mike Cook: https://www.linkedin.com/in/mikecookstrategicdoer/ Email Mike: 434-841-8707Purchase People & Profit on Amazon: https://amzn.to/3WAXqTH 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

In this encore episode of The Can I Borrow Your Car Podcast, Mike talks with Bob Goldsmith, founder of Northern Edge Advisors, to discuss the intricacies of investment banking, the importance of trust in financial transactions, and the role of financial advisors in guiding business owners through mergers and acquisitions. Bob shares insights on valuation, the need for proactive investment bankers, and the significance of building strong relationships with clients. The conversation emphasizes the importance of preparation and understanding unique business needs for successful sales.TakeawaysBob emphasizes the importance of trust in investment banking.Investment bankers should be proactive in finding buyers for businesses.Valuation is often subjective and depends on buyer motivations.Financial advisors play a crucial role in guiding business owners through M&A processes.Understanding the unique needs of each business is essential for successful transactions.Bob's firm focuses on serving underserved markets in investment banking.The relationship between business owners and their advisors is critical for successful exits.Preparation for selling a business should start well in advance of the actual sale.Investment bankers should provide honest and realistic expectations to clients.Networking and building relationships are key to successful business transactionsLearn more about Bob: https://www.northernedgeadvisors.com/ Email Bob Goldsmith: [email protected] 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

In this episode of the Can I Borrow Your Car? podcast, Mike discusses the complexities of building business relationships through referrals. He emphasizes the importance of authenticity and understanding personal differences in collaboration. Mike shares insights on how to navigate these differences while maintaining genuine connections and the significance of sharing one's story in professional settings.TakeawaysDoing business by referral can be challenging.Not everyone is compatible for collaboration.Social media serves as a community, not just marketing.Authenticity is crucial in building relationships.Sharing your beliefs can impact business opportunities.It's important to know who you are and what you stand for.Managing differences can mitigate risks in referrals.Being authentic helps avoid regrets in business.Your story can enhance your professional relationships.Boundaries are important when sharing personal information.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

In this engaging conversation, Mike is joined by Tina Corner Stolz to explore the transformative power of collaboration in business. They discuss the importance of explicit roles and agreements, the impact of AI on collaboration, and the necessity of authenticity in building strong partnerships. The dialogue emphasizes that collaboration is not just a strategy but a vital component for personal and professional growth, urging listeners to start their collaborative journeys without delay.Key TakeawaysCollaboration is essential for business growth.Explicit roles and agreements enhance trust.AI will not replace collaboration but enhance it.Quality relationships are more valuable than quantity.Authenticity is crucial in collaborative efforts.Trust is built through effective communication.Cutting in line means leveraging strategic partnerships.Collaboration leads to exponential growth opportunities.Start collaborating now; it's never too late.Navigating challenges in collaboration requires patience. Learn More About LX Council: https://www.lxcouncil.com/ Connect with Tina: https://www.linkedin.com/in/tinacorner/ Contact Tina: [email protected] 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/3ZeudQVContact Mike: [email protected] or 540-314-5665

In this episode of the Can I Borrow Your Car? Podcast, Mike discusses the transformative impact of AI on customer relationships and decision-making processes. He emphasizes the importance of trust and personal connections in business, particularly through referrals. Garrison shares insights on how to navigate the evolving landscape of AI in marketing and sales, advocating for a proactive approach to building relationships with clients. He encourages listeners to leverage their existing networks and develop strategies that integrate AI effectively while maintaining a focus on personal growth and meaningful connections.TakeawaysAI is reshaping how clients make decisions about hiring.Trust and relationships are crucial in the buying process.Referrals are becoming increasingly powerful in business.Personal growth is guaranteed through effective referral systems.AI should be used as a tool, not a crutch.Identifying ideal clients is essential for success.Building relationships can help bypass AI barriers.A proactive strategy is necessary to leverage AI effectively.Existing networks can be a goldmine for referrals.Success requires effort and strategic thinking.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

In this episode, Mike discusses the parallels between military training and the referral process in business. He emphasizes the importance of understanding fear, building relationships, and having a structured system to enhance referral effectiveness. Through personal anecdotes and insights, he illustrates how training and preparation can lead to better decision-making and outcomes in both military and business contexts.Key TakeawaysReferrals can be streamlined with the right systems.Military training teaches us to manage fear effectively.Fear often leads to poor decision-making in referrals.Building relationships is key to successful referrals.Training influences our responses to unexpected events.Understanding risk can enhance referral confidence.Effective referrals require a strategic approach.Personal experiences shape our referral systems.Collaboration is essential for referral success.Being human in business means prioritizing relationships.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

In this encore episode of the Can I Borrow Your Car? podcast, Mike and Scott Couchenour explore the themes of career transitions, collaboration, and the importance of legacy. Scott shares his philosophy on the 'fourth quarter' of life, emphasizing the potential for impact and fulfillment during this stage. They discuss the significance of trust in collaboration and how to identify the right partners for success. The conversation highlights the need for deeper relationships and the value of understanding one's legacy while navigating career changes.TakeawaysScott identifies as a professional steward of failure, emphasizing the lessons learned from past experiences.The fourth quarter of life can be the most impactful, leveraging time, resources, and wisdom.Exit planning should be viewed as a launch pad for future opportunities, not an end.Legacy is about living in a way that creates lasting impact while still alive.Collaboration is essential for success, and trust is the currency that fuels it.Career transitions require a framework to navigate emotional and practical challenges.Deep relationships yield greater results than superficial connections.Identifying the right collaborators is crucial for meaningful partnerships.The process of transition is as important as the outcome, focusing on internal growth.Fulfillment increases when individuals align their actions with their core values. Connect with Scott: https://www.linkedin.com/in/scottcouchenour/ Scott’s Website: https://www.servingstrong.com/Email Scott: [email protected] Call Scott: (331) 253-2378Learn 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 encore episode of the Can I Borrow Your Car podcast, Mike is joined by George Sandman, Owner of Growth-Drive.com to discuss the critical role of collaboration in business growth. They explore how effective collaboration can lead to better client outcomes, the importance of setting expectations, and the dynamics of professional relationships. The conversation emphasizes the need for clear communication, trust, and mutual support among advisors to enhance their effectiveness and build a culture of collaboration. They also touch on the significance of referrals and how new advisors can navigate their careers in collaborative environments.Takeaways:Collaboration is essential for business success.Quality assurance is key when identifying collaborators.Effective communication can prevent misunderstandings.Setting expectations is crucial in collaborative relationships.Trust is built through consistent communication and support.Collaboration can lead to better client outcomes.New advisors should focus on delivering value to gain trust.Referrals are a powerful tool in building professional relationships.A culture of collaboration enhances overall business performance.Over-communication can be beneficial in maintaining relationships.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 of the Can I Borrow Your Car podcast, host Mike Garrison explores the powerful intersection between owned media (content you control) and his proactive referral methodology. Drawing inspiration from marketing thought leaders like Mark Schaeffer, Jeannie Dietrich, and Marcus Sheridan, Mike explains how integrating these two strategies can reduce friction in the sales process, create predictable growth, and compound trust over time.Mike shares how owned media, blogs, newsletters, videos, podcasts, lets you control your message, timing, and delivery, while referrals, when done right, act as evergreen relationships that multiply over generations. He lays out the difference between macro and micro referral strategies, how to identify ideal clients through trusted partners, and why deep relationship-building beats reactive marketing every time.The big takeaway? It’s not AI vs. human connection,it’s AI plus human connection. Not content vs. relationships, but content fueling relationships. By combining strong, credibility-rich owned media with intentional referral systems, businesses can create scalable growth while staying deeply human in a tech-driven world.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

In this episode, Mike and Wally Waldron explore the intricacies of collaboration in exit planning and the role of financial advisors. They discuss the importance of building trust, understanding the value of businesses, and the need for effective communication among professionals involved in the exit process. Wally shares insights from his company, Exitology, emphasizing the need for a growth mindset and the significance of creating optionality for clients. The discussion highlights the challenges and opportunities in navigating professional relationships and the impact of collaboration on business success.TakeawaysCollaboration is essential for effective exit planning.Building trust is crucial for successful partnerships.Understanding a business's value is key to maximizing exit potential.Financial advisors play a vital role in the exit process.A growth mindset is necessary for business owners.Creating optionality for clients enhances their decision-making.Effective communication among professionals is critical.The exit planning process requires a marathon approach, not a sprint.Discerning qualification processes lead to better client relationships.Exitology aims to unlock the value of privately owned businesses.Learn more about Exitology: https://exitology.com/Connect with Wally: https://www.linkedin.com/in/wallywaldron/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

In this episode of the Can I Borrow Your Car Podcast, Mike Garrison and Tom Maxwell discuss the importance of collaboration and disciple-making in both ministry and business. They explore how effective collaboration can lead to greater success in achieving goals, the significance of investing in people, and the need for clarity in purpose and direction. Tom shares insights from his experience with SonLife, emphasizing the role of preparation and foundational work in building effective ministries and organizations. The conversation highlights the parallels between disciple-making and business practices, encouraging listeners to consider how they can implement these principles in their own lives and work.TakeawaysCollaboration is essential for success in ministry and business.Disciple-making is a model for effective leadership.Investing in people leads to exponential returns.Clarity in purpose is crucial for achieving goals.Preparation and foundational work are often overlooked.Understanding the product you want to produce is key.Individual collaboration differs from organizational collaboration.Building relationships is fundamental to effective ministry.Successful marketing relies on collaboration and relationship-building.The life of Christ serves as a model for leadership and ministry.Connect with Tom: linkedin.com/in/tom-maxwell-4b42498Learn 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 of the Can I Borrow Your Car? podcast, Mike and Scott Couchenour explore the themes of career transitions, collaboration, and the importance of legacy. Scott shares his philosophy on the 'fourth quarter' of life, emphasizing the potential for impact and fulfillment during this stage. They discuss the significance of trust in collaboration and how to identify the right partners for success. The conversation highlights the need for deeper relationships and the value of understanding one's legacy while navigating career changes.TakeawaysScott identifies as a professional steward of failure, emphasizing the lessons learned from past experiences.The fourth quarter of life can be the most impactful, leveraging time, resources, and wisdom.Exit planning should be viewed as a launch pad for future opportunities, not an end.Legacy is about living in a way that creates lasting impact while still alive.Collaboration is essential for success, and trust is the currency that fuels it.Career transitions require a framework to navigate emotional and practical challenges.Deep relationships yield greater results than superficial connections.Identifying the right collaborators is crucial for meaningful partnerships.The process of transition is as important as the outcome, focusing on internal growth.Fulfillment increases when individuals align their actions with their core values. Connect with Scott: https://www.linkedin.com/in/scottcouchenour/ Scott’s Website: https://www.servingstrong.com/Email Scott: [email protected] Call Scott: (331) 253-2378Learn 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 of the Can I Borrow Your Car podcast, Mike is joined by George Sandman, Owner of Growth-Drive.com to discuss the critical role of collaboration in business growth. They explore how effective collaboration can lead to better client outcomes, the importance of setting expectations, and the dynamics of professional relationships. The conversation emphasizes the need for clear communication, trust, and mutual support among advisors to enhance their effectiveness and build a culture of collaboration. They also touch on the significance of referrals and how new advisors can navigate their careers in collaborative environments.Takeaways:Collaboration is essential for business success.Quality assurance is key when identifying collaborators.Effective communication can prevent misunderstandings.Setting expectations is crucial in collaborative relationships.Trust is built through consistent communication and support.Collaboration can lead to better client outcomes.New advisors should focus on delivering value to gain trust.Referrals are a powerful tool in building professional relationships.A culture of collaboration enhances overall business performance.Over-communication can be beneficial in maintaining relationships.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

SummaryIn this episode, Mike discusses the importance of maintaining a full sales pipeline, especially for professional advisors. He emphasizes the need for trust in building relationships and the effectiveness of both macro and micro strategies in client acquisition. We also highlight the significance of nurturing relationships over time and identifying key individuals who can help in the referral process.Key TakeawaysWinter is coming; ensure your sales pipeline is full.Trust is essential in professional relationships.Macro strategies are small, consistent actions.Micro strategies involve harvesting relationships periodically.Nurturing relationships is crucial for long-term success.Identify key individuals who will help you.Prepare for economic downturns by having options.Referrals take time and effort to cultivate.Focus on people who will actually help you.Building a strong network is vital for business growth.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

In this episode, Mike Garrison shares insights gained from working with new clients, emphasizing the importance of a personal plan in exit planning. He discusses how understanding personal aspirations can lead to better business outcomes and the significance of systematizing client acquisition to enhance business value. The conversation highlights the need for a culture of caring within organizations to ensure both personal and professional success.TakeawaysWorking with new clients forces you to up your game.A personal plan is crucial for business owners.75% of business owners are unhappy after an exit.Connecting actions to desired outcomes is essential.Systematizing client acquisition increases business value.Decentralizing the owner is key for growth.Capturing the culture of the organization is important.Risk mitigation is influenced by the owner's buy-in.A culture of caring leads to better business outcomes.Predictable cash flow is a goal for successful businesses.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

In this episode of the "Can I Borrow Your Car" podcast, host Mike Garrison delves into the foundational steps for building an ideal advisory practice, focusing specifically on the growth phase. Garrison frames this as the first of a two-part series, emphasizing that success in business comes from treating people right while striving for excellence.He outlines a seven-step process for advisors aiming to create their ideal practice:Define Your Ideal Client: Garrison stresses the importance of clearly identifying the type of client who brings the most satisfaction and profitability, and aligning your service model to exceed their expectations.Assess Your Current State: Evaluate how many ideal clients you currently have, the total client base, and whether your existing service model can support your goals.Set Your Growth Interval: Determine the realistic number of ideal clients you can onboard each year without sacrificing service quality, and set clear acquisition targets.Engineer Your Referral System: Garrison advocates for a proactive, giving-based referral strategy, highlighting its effectiveness—especially for advisors seeking more sophisticated clients.Double Your Activity Targets: He encourages advisors to set ambitious, measurable activity goals for both giving and receiving referrals, noting that most people underestimate the effort required.Share Your Vision: Communicate your business goals and vision to your network to attract support and potential referrals.Build a Waiting List: As you approach your ideal client count, maintain a waiting list to ensure continuity and allow for strategic growth or transitions.Throughout, Garrison emphasizes the importance of relationship-building, proactive marketing, and maintaining a mindset of continuous improvement. He concludes by reminding listeners that building an ideal practice is a journey worth pursuing, one that allows advisors to grow their business and love their life.Learn More About Can I Borrow Your Car:https://caniborrowyourcar.com/Subscribe 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 of the "Can I Borrow Your Car?" podcast host Mike Garrison is joined by Graham Stephen, founder of Bizval Global, and Kyle McCulloch, VP based in Austin, Texas, for a candid discussion on business valuations, trust, and building a sustainable advisory ecosystem.The conversation opens with personal anecdotes, highlighting the hosts' unique backgrounds and the deep trust between them, especially around shared experiences as parents of special needs children. Graham, a former racing driver from South Africa, introduces Bizval Global’s mission: making business valuations accessible, jargon-free, and focused on empowering entrepreneurs. He stresses that while technology is useful, the heart of business is trust and human connection.Kyle shares his journey from South Africa to the U.S., where he gained firsthand experience with the challenges small businesses face, particularly the gap between outward appearances and internal controls. This perspective led him to Bizval, where he now helps bring their valuation approach to the American market.The discussion critiques the traditional valuation industry for being either overly mechanized or prohibitively expensive, often making business owners feel inadequate or confused. Graham and Kyle argue that valuations should be simple, transparent, and focused on what a buyer would actually pay—essentially, how much cash a business generates and how reliably it can continue to do so.They highlight that most small businesses never sell, and even fewer achieve their true value at exit. Bizval flips the industry focus, aiming to serve the 85% of business owners who are typically overlooked, providing them with clear, actionable insights in plain language.The episode also covers the importance of stress-testing businesses against market volatility, customer concentration, and owner dependency. Kyle, with a background in global macro risk, emphasizes the need for regular scenario planning and resilience, especially in unpredictable economic climates.A key differentiator for Bizval is their commitment to independence and integrity—they provide valuations directly to business owners, not as a lead-in to expensive consulting, and vet their advisor partners rigorously. Every valuation, even at the free tier, is reviewed by a human, ensuring accuracy and clarity.This episode also explores the broader implications for financial advisors, noting that accurate, independent valuations help advisors better serve their clients, manage risk, and plan for both current and future revenue opportunities. They touch on related issues like buy-sell and disability insurance, and the critical need for documented internal processes to reduce owner dependency and protect business value.Learn more about Graham and Kyle via their website: https://bizvalglobal.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

In this episode, Mike interviews Shelby Nicholl, a seasoned corporate veteran turned entrepreneur and certified exit planning advisor. They discuss Shelby's journey from working at major financial firms to starting her own consulting business, Muriel Consulting. The conversation delves into the evolution of networking skills, the contrasting cultures of Edward Jones and LPL Financial, and the importance of building a strong referral network. Shelby shares insights on being referable, the nuances of referral incentives, and how to navigate referral conversations effectively. The episode concludes with Shelby's thoughts on ideal referral sources and the significance of personal connections in business.TakeawaysShelby Nicholl transitioned from corporate to entrepreneurship.Networking is a learned skill, not an innate talent.Building relationships is key to successful networking.Referrals stem from being referable and showing competence.Incentives for referrals can feel transactional if not framed correctly.Rewarding behavior over results fosters long-term relationships.Personalized referral rewards create stronger connections.Understanding firm cultures helps advisors make informed decisions.The importance of asking the right questions in referral conversations.Shelby emphasizes the value of genuine relationships in business.Connect with Shelby: https://www.linkedin.com/in/shelbynicholl/ Email: [email protected]: (314) 578-2587Learn 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 of The Can I Borrow Your Car Podcast, Mike talks with Bob Goldsmith, founder of Northern Edge Advisors, to discuss the intricacies of investment banking, the importance of trust in financial transactions, and the role of financial advisors in guiding business owners through mergers and acquisitions. Bob shares insights on valuation, the need for proactive investment bankers, and the significance of building strong relationships with clients. The conversation emphasizes the importance of preparation and understanding unique business needs for successful sales.- Bob Goldsmith emphasizes the importance of trust in investment banking.- Investment bankers should be proactive in finding buyers for businesses.- Valuation is often subjective and depends on buyer motivations.- Financial advisors play a crucial role in guiding business owners through M&A processes.- Understanding the unique needs of each business is essential for successful transactions.- Bob's firm focuses on serving underserved markets in investment banking.- The relationship between business owners and their advisors is critical for successful exits.- Preparation for selling a business should start well in advance of the actual sale.- Investment bankers should provide honest and realistic expectations to clients.- Networking and building relationships are key to successful business transactions.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:  540-314-5665Email Bob Goldsmith: [email protected] Call Bob Goldsmith: (212) 520-8290

The Can I Borrow Your Car Podcast is dedicated to transforming how financial advisors and client-focused professionals approach referrals. Drawing on decades of expertise, best-selling books, and industry recognition, the podcast’s mission is to help listeners fill their sales funnel with more ideal clients than they require—by building a referral system rooted in generosity, respect, and genuine care for relationships.Core Themes and ApproachGiving, Not Begging: The podcast champions a referral system based on purposeful giving, not asking or begging. Listeners will learn how to become someone trusted enough to be “loaned” the most important relationships in a client’s life.Lowering Referral Risk: Each episode explores strategies for reducing both perceived and actual risk in the referral process, making it easier and more comfortable for clients and centers of influence to refer their valued contacts.Farming, Not Hunting: Adopting a “farmer” mindset, the podcast emphasizes nurturing a diverse network, engaging key contacts early, and cultivating long-term relationships that naturally yield referrals over time.Systematic Growth: Listeners are guided to set clear client acquisition targets, double their meeting goals based on closing rates, and create a waiting list of interested clients—ensuring a full pipeline and sustainable business growth.Respect and Enterprise Value: The podcast highlights the importance of treating people with respect and care, which not only increases referrals but also enhances the enterprise value of an advisory practice.Enjoyable Referral Process: Episodes focus on making the referral process enjoyable for all parties, so that giving and receiving referrals becomes a source of pride and satisfaction, not stress.Who Should ListenFinancial advisors seeking to grow their practice and enterprise value through referralsProfessionals in client acquisition roles who want to make referrals their primary growth engineAnyone who values building their business by loving people and giving on purpose within a proven systemHost CredentialsBest-selling author of multiple books on referrals, including Can I Borrow Your Car?2024 Exit Planning Institute Member of the Year and online faculty memberRecognized expert in helping financial advisors grow their practices’ enterprise value through referrals and exit planningPodcast PromiseListeners will discover how to become the “obvious choice” in their market by building a referral-driven business that everyone loves participating in—clients, centers of influence, and advisors alike. The Can I Borrow Your Car Podcast is your guide to growing your business by loving people, giving first, and earning the right to be introduced to your ideal clients.

In this episode, Mike discusses exit planning and its significance for financial advisors. He emphasizes the importance of collaboration in the exit planning process, highlighting how financial advisors can play a crucial role in helping business owners prepare for their exit. The conversation covers the core phases of exit planning, the roles of various professionals involved, and the need for financial advisors to build confidence in discussing business strategies with their clients. Mike encourages financial advisors to take ownership of the exit planning process and to foster strong relationships with business owners to ensure successful outcomes.TakeawaysThis podcast episode is the beginning of a longer series.Referrals by nature are about collaboration.You own the process of exit planning.You're the only person whose maximum compensation occurs after the exit.You should be getting revenue along the way during the exit process.Every financial advisor is involved in an exit planning process.Identifying and onboarding team members is crucial for success.Financial advisors need to be confident in business discussions.You are the most accountable professional in the exit planning process.Collaboration and being human are key to success.Subscribe to the Can I Borrow Your Car Substack newsletter: 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/3ZeudQV

In this episode, Mike and John discuss the critical role of referrals in marketing and business growth. They explore how referrals can significantly impact a marketing agency's success, the importance of understanding client needs, and the balance between education and execution in marketing strategies. The conversation emphasizes the necessity of building relationships over immediate sales and the long-term value of referrals in a competitive market. Mike and John also discuss the critical role of professional marketing consultants in driving referrals and enhancing business strategies. They explore the importance of content creation, the power of giving in business relationships, and the necessity of effective communication with clients. The discussion emphasizes actionable steps for engaging clients and fostering referral conversations, highlighting that successful marketing requires consistent effort and execution.TakeawaysReferrals account for 85% of John's business.Marketing is about being seen, heard, and discovered.Competence alone is not enough to stand out.Many businesses lack a system for generating referrals.Building relationships is crucial for successful marketingClients often expect instant results from marketing efforts.Education and execution are both important in marketing.Referrals have less immediate reach than other marketing methods.The value of referrals increases over time.Understanding client needs is essential for effective marketing. There is a significant role for professional marketing consultants in any business.Sales enablement is about accelerating beneficial sales processes.Effective marketing requires consistent activity and measurement.Subscribe to the Can I Borrow Your Car Substack newsletter: https://bit.ly/CanIBorrowYourCarSubstackConnect with Mike on LinkedIn: https://www.linkedin.com/in/mikegarrisoncaniborrowyourcar/Connect with John on LinkedIn: https://www.linkedin.com/in/johnlusher/Buy your copy of Can I Borrow Your Car: https://amzn.to/3ZeudQV

In this episode of the Why Should I Refer You? podcast, Mike discusses the critical role of referrals, particularly from centers of influence (COIs). He emphasizes the importance of building relationships with COIs and understanding their specific needs to facilitate effective referral giving. Mike shares personal anecdotes and strategies for identifying and nurturing these relationships, highlighting the significance of proactive communication and intentionality in the referral process.TakeawaysThe majority of referrals come from clients and centers of influence.Building relationships with COIs is essential for effective referrals.Understanding what COIs want is key to successful referral giving.Proactive communication enhances the referral process.Referral giving should be intentional and purposeful.Identifying unique needs of COIs can lead to better referrals.Follow-up is a crucial part of the referral system.Referrals should be treated as a marketing strategy.It's important to ask COIs about their best referrals.Giving referrals can significantly increase referral conversations.Subscribe to the Can I Borrow Your Car Substack newsletter: 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/3ZeudQV

In this episode of the Why Should I Refer You? podcast, Mike engages with Tim Rhode, a seasoned business growth advisor and leadership coach. They discuss Tim's journey in the fitness industry, innovative business models, and the dynamics of referrals. The conversation emphasizes the importance of personal connections, understanding value in business relationships, and the risks associated with urgency in sales. Tim shares insights on building trust and reputation in referrals, the mindset of givers versus getters, and the significance of creating long-term business relationships. The episode concludes with resources for personal and professional growth.Subscribe to the Can I Borrow Your Car Substack newsletter: 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/3ZeudQV

In this episode of the Why Should I Refer You? podcast, Mike discusses the essential strategies for giving referrals to clients. He emphasizes the importance of being a giver in the referral process and outlines both micro and macro strategies to effectively generate referrals. By focusing on building relationships and creating a culture of giving, businesses can enhance their referral systems and ultimately drive growth.TakeawaysFocus on being a giver to receive referrals.Implement a system to track referrals effectively.Identify your top clients for targeted referral strategies.Engage in meaningful conversations to understand client needs.Follow up on referrals to ensure successful connections.Create a culture of referrals within your client base.Use every client interaction to reinforce your referral message.Ask open-ended questions and listen to client responses.Schedule time to research and strategize for top clients.Emphasize the importance of giving referrals in all communications.Subscribe to the Can I Borrow Your Car Substack newsletter: 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/3ZeudQV

In this episode of the Why Should I Refer You podcast, Mike introduces the second Skill Set Series, this series is focused on giving referrals. He emphasizes the importance of helping others and how it can lead to business growth. The conversation covers various techniques for giving referrals, including the significance of client relationships and creating a systematic approach to referral giving. Mike encourages listeners to engage in more referral conversations and highlights the fun and rewarding nature of helping others.Takeaways- Giving referrals is fun and rewarding.- Not everyone enjoys helping others; that's okay.- Focus on the skill and systems of giving referrals.- Increasing referral conversations can boost business.- Clients are key to understanding why to refer you.- Being a giver makes you more interesting to others.- A systematic approach to giving referrals is essential.- Referral conversations should be spontaneous and organic.- Helping others can lead to more business opportunities.- Engage with your network to create more referral opportunities.Subscribe to the Can I Borrow Your Car Substack newsletter: 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/3ZeudQV

In this episode of the Why Should I Refer You podcast, Mike Garrison and Mike Carlone discuss the significance of referrals in the financial services industry. They explore how building trust and relationships can lead to successful referrals, the importance of treating people well, and the evolution of referral processes as businesses grow. They also share personal experiences and insights on navigating referral relationships and offer advice for sales professionals on being authentic and effective in their approach.TakeawaysReferrals are crucial for success in business.Building trust is essential in referral relationships.Treat people the way you want to be treated.Success comes from a strong foundation of relationships.Communication is key to avoiding misunderstandings.It's important to be authentic in sales.You can succeed without being pushy or aggressive.Understanding your clients' needs leads to better referrals.Mistakes in referrals can be learning opportunities.Sales strategies should evolve with experience.Subscribe to the Can I Borrow Your Car Substack newsletter: 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/3ZeudQV

In this last episode of the first Skills Set Series on Referral Culture, Mike discusses the importance of cultivating a culture of referrals in sales, emphasizing the need for specificity and research in identifying ideal clients. He introduces the concept of thinking like a hunter, where understanding one's territory and target audience is crucial for success. The conversation highlights the significance of knowing one's numbers and the proactive approach required in sales to effectively acquire referrals and clients.TakeawaysCultivating a culture of referrals is essential in sales.Being specific about the type of referrals you want is crucial.Sales professionals must do their own research to succeed.Understanding your territory is a key part of sales.Knowing your ideal client is fundamental to effective selling.Measuring effectiveness as a salesperson is important.There are two closes in sales: getting the meeting and getting the business.Prospecting involves more than just direct calling; research is vital.A hunter's mindset in sales means knowing your target and territory.Acquiring new clients can lead to new referral sources.Subscribe to the Can I Borrow Your Car Substack newsletter: 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/3ZeudQV

SummaryIn this episode, Mike discusses the significance of referrals in business and how cultivating a giving culture can enhance referral success. He emphasizes the importance of being proactive in building relationships and mitigating risks associated with referrals. The conversation explores the cycle of cultivation, planting, and reaping, and how a systematic approach to giving can lead to more consistent referrals.TakeawaysIf you want referrals, you need to predictably get them.A giving culture is essential for successful referrals.Mitigating risk is crucial when giving referrals.Cultivation involves understanding and caring for your network.Planting means consistently asking how you can help others.Reaping referrals involves managing associated risks.You should be known as a giver to receive more referrals.A systematic approach to referrals proves your reliability.Building relationships is key to successful referrals.Your reputation expands beyond just doing a good job.Subscribe to the Can I Borrow Your Car Substack newsletter: 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/3ZeudQV

In this episode, Mike discusses the significance of individual culture in the context of referrals, emphasizing the importance of personal growth, skill acquisition, and a mindset shift from acquisition to distribution. He provides practical steps for building referral relationships and encourages listeners to engage with their community through giving.TakeawaysIndividual culture is crucial for effective referrals.Personal growth directly impacts referral success.A mindset shift from acquisition to distribution is essential.Givers are more likely to receive referrals than takers.Values play a significant role in referral success.Effective referrals require understanding client needs.Building trust is vital in referral marketing.Engaging with clients can enhance referral strategies.Personal development is necessary for referral success.Strategic giving leads to better business relationships.Subscribe to the Can I Borrow Your Car Substack newsletter: 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/3ZeudQV

SummaryIn this episode, Mike discusses the foundational aspects of referral culture, emphasizing the importance of relationships and a giving mindset. He introduces the concept of 'I love referrals' as a way to foster connections and trust, encouraging listeners to embed this approach in their conversations. The discussion highlights the significance of open communication and reciprocity in building a successful referral network, ultimately leading to business growth and stronger client relationships.TakeawaysReferrals are about who will refer, not just who can.Building a culture of care and giving is essential for referrals.The 'I love referrals' phrase should be embedded in conversations.Open communication and transparency are key to successful referrals.You must be known as a giver to receive referrals.Creating opportunities for others leads to reciprocal referrals.Trust is built through consistent actions and communication.Referrals are more valuable in today's AI-driven world.Effective marketing strategies focus on relationships, not just transactions.The referral culture is a humane marketing system.

In this encore episode of the Why Should I Refer You? Podcast, host Mike Garrison is joined by Cara Gray, Third Act Consultant. Key takeaways include a discussion of Insights of Referral marketing, What Makes Someone Worth Referring and the Challenges in Referral Marketing. Referral Marketing InsightsTransactional approaches to referrals, like BNI groups, often fall short because they narrow the referral process to a small window of opportunity.Successful referral partnerships are built on trust, shared values, and a genuine belief in the other person's competence and care for clients.What Makes Someone Worth ReferringCara emphasizes that referral-worthy individuals should:Have a track record of delivering good workDemonstrate good business and personal ethicsShow genuine care for their clientsChallenges in Referral MarketingMany professionals, especially in financial services, struggle to recognize the value of services that aren't directly tied to monetary gains.Building referral partnerships takes time and requires consistent networking and relationship-building.Learn more about Mike: https://www.linkedin.com/in/mikegarrisoncaniborrowyourcar/Learn more about Cara: https://www.linkedin.com/in/caraliveslife/

Mike Garrison, author of "Can I Borrow Your Car" and host of the "Why Should I Refer You?" podcast, is introducing a new Skill Set Series focused on referrals. The series is inspired by the TroutBitten podcast's skill series format, which breaks down complex topics into manageable segments.The upcoming Skill Set Series will cover various aspects of referral culture, particularly in the financial services industry. Topics will include:Defining referral cultureStarting and measuring a referral cultureImproving and adapting referral cultureGetting ideal client referralsGiving referrals effectivelyHandling referrals (both good and bad outcomes)Working with centers of influenceIntegrating referrals into other marketing formsMike encourages listeners to prepare for the series by:Reflecting on their business cultureEvaluating their current referral practicesConsidering how others perceive their referral cultureHe promises that those who complete this "homework" will be better prepared to implement the action steps provided in each episode

In this episode of the Why Should I Refer You? Podcast, Mike is joined by Walter Pollard, Founder at Brand Fuzion, and a strategic innovation strategist. Mike and Walter discuss sales strategies, referrals, and the impact of AI on business growth. Key points from the podcast:The importance of being relevant and timely in sales, focusing on customers' needs rather than just leads.The value of building relationships and trust with potential clients and referral sources.The role of AI in sales and business strategy, including its use for prospect research and customer insights.The need for businesses to develop an AI strategy and roadmap aligned with their overall objectives.The potential of AI to empower referral sources and improve the referral process.Connect with Mike on LinkedIn: https://www.linkedin.com/in/mikegarrisoncaniborrowyourcar/Connect with Walter on LinkedIn: https://www.linkedin.com/in/walterpollard/Subscribe to Can I Borrow Your Car on Substack: https://bit.ly/CanIBorrowYourCarSubstack