Referrals & Behavioral Stories

What we teach

• The referral close. Never ask for a referral directly: ask who else would be good to hear from.
• Staying warm for months: the check-in note, the update when you act on their advice, and handling a "no" gracefully.
• Mining stories from the Week 1 self-questions. The best stories are usually the ones students think are too small.
• The structure: situation, what you did, what changed, what you learned. One story, many questions.
• Recording stories out loud. A story you've only written isn't ready yet.
• Externship applications: the recorded video and the live interview, rehearsed the same way we rehearse internship interviews.

Live reps

Practice the close until it sounds natural, then role-play the awkward "no." Each student tells two stories; peers guess which question each one answers.

Your 60-minute 1:1 this week

Walk through every call so far (did the close happen, who's owed a follow-up), then line-by-line edits on the weakest two stories.

The weekly minimum

50 new sequenced emails · every follow-up due this week · tracker updated by Sunday night

Deliverables

• 250 total sent
• 5 calls completed
• First intro earned
• 8 stories written, recorded, and mapped
• Externship applications submitted

Coach questions

• Did you use the close on every call? Which one did you skip, and why?
• Which of your 8 stories could only have happened to you?
• Which question on the map has no story yet?

Templates used this week

• Get it: Call framework + referral close script (PDF)
• Get it: 25 self-questions + story template (PDF)
• Get it: Outreach tracker (CSV)

All free templates →