“About one to two months into the job, once they were comfortable with their new home, I would ask these new hires for referrals. Now, that approach is nothing new. However, it is this specific tactic that worked great. Instead of just saying, “We offer $2,500 for new hire referrals—do you know anyone?” I would say, “I am going to set a 20-minute meeting with you tomorrow. Tonight, I will go through your 275 connections on LinkedIn and look for salespeople in Boston to whom you are connected that look like they may be a good fit for our team.” The next day, I show up to the meeting with the 18 people they are connected to that fit the criteria mentioned. They then proceed to tell me which prospective candidates are top performers and whether they are comfortable introducing me.”