This document outlines 5 steps to gaining more referrals in sales: 1) Start a monthly advocate program to stay in touch with referral sources, 2) Develop a culture of referrals by asking customers how you can help them and connecting them with others, 3) Write referral letters thanking customers and asking for referrals, 4) Send thank you notes and gifts for referrals, and 5) Create a networking club to connect great referrers. Taking small actions regularly to show customers you care about them and their business can help increase the number of quality referrals over time.