In my book, The Official Guide to Building a Referral Based Business, I talk about changing the word “Networking” to Socialize. Because that’s really what we’re doing — we’re not showing up to events with a stack of business cards and a pitch. We’re showing up to connect with people, build relationships, and simply be social. It’s not about selling — it’s about being present, being curious, and being remembered.
Growing a referral-based business means constantly adding contacts to your database. That’s how you feed the marketing engine you’ve built. A great marketing plan with no one to receive it? Useless. A huge contact list with no plan? Same result. That’s why we’ve done the hard work first. If you’ve followed the last few blogs: - You’ve organized your contacts - You’ve created a marketing plan - You’ve learned how to follow up with new people - You’ve systemized how to say thank you Now it’s time to get out there and Socialize — to go meet new people and start building your referral pipeline with intention.
In my book, I say this clearly: Trust yourself, and socialize with friends. They’re the ones who genuinely want to see you succeed. They’re also the first people who should be in your contact base. But it’s also time to make new friends. Ask yourself: - What do I already love doing? - Do I play sports? - Do I coach or teach? - Where am I already involved in my community? If you’re a parent, maybe that means coaching your kid’s team or helping as a team mom or dad. If you enjoy softball, join a league. Love cooking? Join a class or host a group. The goal? Meet people in natural settings, build real relationships — and yes, get their contact information.
I used to coach all my kids in soccer. That meant I was the one sending out emails to the parents about games and practices. And at the bottom of every email? “Cezar Mansour – Beach Lending” That was it. No sales pitch. Just a quiet, confident mention of what I do. And guess what? The parents asked me what I did. I didn’t launch into a business meeting — I just answered honestly, and then left it at that. Here’s the key: People already know that you want their business — you don’t have to push it. Just be yourself, show up consistently, and let people know that if they ever need anything, they can always ask you.
One of the most overlooked — but powerful — practices for building a referral-based business is this: When you're invited to an event, a party, or a get-together… GO. Show up. Socialize. Say hi. Ask people what they do. Ask them about their lives. Make new friends. You see, not everyone you meet will need your services. But when the time comes — when they do, or when their friend or family member does — you’re the one they’ll remember. Let’s say you owned an auto body shop, and none of your friends ever got into an accident. They wouldn't need your services directly. But what happens when their brother, coworker, or neighbor does? They say, “I know a guy — let me introduce you.” That’s the game. By Socializing, you're not just adding one potential client — you're tapping into an entire network of their contacts too. You earn their trust not by pitching… but by being present, friendly, and reliable.
The practice of Socializing, combined with a well-tuned marketing plan, brings it all together. You won’t just be growing your business — You’ll be doing the things you love: - Being active with your kids - Supporting your community - Spending time with people who matter And while you're doing that, you'll also be building a referral pipeline rooted in real relationships. It’s simple, rewarding, and it works.
Now that you've organized your contacts, created a marketing plan, set up a follow-up system, sent a thank-you, and learned how to Socialize — it’s time to get strategic about your time. The next blog will focus on: “How to Plan Your Day, Week, Month, and Year — and Why It All Starts with the Right Mindset.” Because having the right attitude means nothing without structure. Let’s build that plan together.
If you'd like to read The Official Guide to Building a Referral Based Business for free, just head over to www.cezarmansour.com and sign up for my newsletter. You’ll receive a private link to access the full book, and that link will always work for you — even if you choose to unsubscribe. You’ll also get a chance to see the kind of newsletters I send to my network, which may inspire you to build your own marketing style.
Cezar Mansour
The Mortgage Software That Saves Hours & Makes You More Money.