November 18, 2025

Referral Roadmap: Season 6 Episode 7 Show Notes

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Reconnect, Re-engage, Rebuild: Leveraging Past Clients and Lost Leads

Rubber Meets the Road: 4 Steps to Reconnect & Rebuild

  1. Make a Top 25 List Today ➤ Write down 25 past clients, warm leads, or referral partners you haven’t spoken to in a while. These aren’t cold leads—they’re warmed up and waiting. Reconnection starts with intention.
  2. Send 5 Personal Check-Ins This Week ➤ Not a newsletter. Not a mass email. A genuine, “Hey, I was thinking of you,” message. Ask how they’re doing. Offer value. Rebuild trust by being human, not salesy.
  3. Create a 30-Day Re-Engagement Plan ➤ Map out 30 days of light touches: calls, texts, emails, small gifts, or updates. It’s not about the pitch. It’s about staying present in their world until they remember how much they trusted you.
  4. Ask for One Referral the Right Way ➤ Don’t say “Do you know anyone looking to buy or sell?” Say: “If someone you care about is making a move this year, I’d love to help them avoid costly mistakes.” Specific. Helpful. Easy to say yes to.

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Athena Captain

Athena Captain is Director of Sales and Marketing at Turner & Son Homes, where her passion is building a referral-based company in a niche market. She has helped create a business model that allows Turner & Son Homes to become the “concierge” of building on land in Oklahoma. Athena has successfully led sales teams within retail, banking, and finally bringing her talent to bear in the construction industry. Athena has developed a prospecting system while at Turner & Son Homes that allows any sales professional to become a referral magnet. She will share her system in her upcoming book The Making of a Rainmaker, soon to be released nationwide. With the launch of AthenaCaptain.com, she hopes to help other sales professionals, business owners, and companies apply her proven systems to increase revenue through referrals. She was honored to be a finalist for Edmond Woman of the Year in 2014. She is active within her community as a Board member for Oklahoma Family Network, and she is on the Leadership team of Savannah Station Equine Therapy Program.