You can track every referral. You can log every visit. But the relationships that drive consistent referral volume are built on something most CRMs don't have a field for — knowing the person, not just the provider.
These questions are designed to open that door without making it feel like an interview.
The Core Principle
Ask one question. Listen for the thread. Share something brief of your own. Then let the conversation breathe.
The goal isn't information collection. It's genuine connection — which happens to make you unforgettable.
12 Questions to Keep in Your Pocket
Questions
"When you're not in clinic, what do you do to decompress?"
Opens the door wide. Works with almost anyone, almost anywhere.
"What do you enjoy doing outside of medicine?"
Softer version — use when the relationship is newer.
"Are you originally from here, or did training bring you to town?"
Unlocks backstory, family proximity, and a natural follow-up thread.
"Any restaurants you'd actually recommend — not just 'it was fine'?"
The qualifier does the work. People light up when you ask for a real opinion.
"What's your go-to lunch spot around here?"
Practical, low-stakes, and reveals neighborhood habits.
"What's the best thing you've eaten lately?"
Surprisingly disarming. Works across every personality type.
"Are you into any sports — watching or playing?"
Opens the athletics thread without assuming.
"Any trips coming up you're excited about?"
Reveals family situation, lifestyle, and what they look forward to.
"How did you end up in this specialty?"
Invites a story. Every physician has one. Most haven't been asked recently.
"What do you enjoy most about your day, when it's actually a good day?"
Reframes the usual "how's it going" with real depth.
"What kinds of cases do you wish showed up earlier?"
Clinically relevant — shows you're thinking about their outcomes, not just yours.
"When you refer a patient and it goes well — what usually made that true?"
Lets them tell you exactly what earns their trust. Take notes.
Natural Follow-Ups
Where the Real Connection Happens
Once they answer, don't just move on. Pull the thread:
One good follow-up question is worth more than five new questions.
Quick Usage Tips
Before Your Next Visit
You're building a relationship, not running a survey.
Share a 10-second version of your own answer. It's a conversation, not an intake form.
"If you think of another good spot, tell me — I'm always looking."
The detail you capture today is the personalized opener you use next visit.
The SixerHQ™ Connection
Every detail you learn is relationship capital.
Spouse's name, kids, favorite restaurant, upcoming trip — it all belongs in your contact record. The reps who win long-term referral relationships aren't the ones with the best anatomy pitch. They're the ones who remembered that the doctor's daughter just started college.
SixerHQ™ is built to hold all of it.
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