Based on your specialty, who are the other professionals in your community who also work with the same clients? Identify 5-10 people who work with the same population, but in different role. Reach out to these individuals with a letter of introduction. (Note: Laura Allenʼs book A Massage Therapistʼs Guide to Business has the actual letter she uses to build her practitioner referral network — worth a look see).

Identify that you are building your massage practice with a specific focus and you would like to touch base soon to talk about how you can support them with their patients/clients. It is very important that you focus on how you can help them, not how they can help you. Remember everyone wants to know WIIFM (whatʼs in it for me?).


If you do get a referral, ask the client for permission to send a treatment summary to the referring person. Follow up with a one page letter thanking them for the referral and give a brief summary of your diagnosis and treatment plan. Physicians do this for each other as a matter of course and greatly appreciate when others reach out in this way. This courtesy will demonstrate that you are professional, taking good care of their patients and will build trust so that they will send more referrals to your practice.

Update your referral sources 1-2 times a year. A quick letter simply stating any changes or new services in your practice.

Return the favor and refer clients to your referral sources as well.

Itʼs not difficult to build a few mutual referral relationships. It does take time and effort. However, keep in mind you are building a relationship and people are much more willing to refer to someone they know, like and trust.