The Second step of the referral process is the smallest of all the steps, because it is the easiest of the five steps and one that most people are comfortable doing. That step is Knowledge. If your referral partners or power team members are going to pass you referrals they need to have knowledge of you, your business and how you do business. Who are your ideal clients and how do you help them.
Passing on the knowledge of your business is a pretty common practice. Go to most any networking event and you will hear everyone talking about their business. How they do it, where they do it and who they do it for. If you are going to get good referrals you have to follow each step in order.
When you give a bunch of information to someone you have not taken the time to build trust or credibility with it becomes wasted effort. They have a lot of information but they are not likely to pass you referrals. They will give you leads and information but they are not going to pass you the quality referrals you are looking for. Passing knowledge of your to others creates word of mouth and/or visibility in the market place but is not the sources of referrals.
Take time on step one, build trust. Once you have done that, it is time to teach your referral partners and power teams members about your business.