How to Become a Centre of Influence: The Playbook Ivan Kaye Teaches at Referron Live

Build a network that knows what you do, trusts you, and can make useful introductions.

If you’re wondering how to become a centre of influence, start by focusing on the people you can help, not the number of contacts you can collect. A centre of influence is someone people know and trust, who creates opportunities by connecting the right people. It’s a role you build through useful action, consistent follow-up and warm introductions.

A centre of influence is more than a big contact list

At Referron Live, Ivan Kaye described the goal as becoming “someone who’s known, trusted, and able to create opportunities for others.” That means people understand what you do and can confidently introduce you when there’s a good fit.

A large network alone won’t do that. Ivan shared that he has 30,000 LinkedIn connections, but probably “really knows maybe 100.” His challenge to professionals was to identify the 1,000 stakeholders who matter most, then help those people understand their value.

That’s especially relevant if you’re a consultant, accountant, mortgage broker, financial planner or sales professional. You may be excellent at your work, yet still be the “best kept secret” in your industry.

Try this:

1. Write down the people and organisations that could help you serve your clients, and that you could help in return.
2. Choose a manageable first group of people to reconnect with.
3. Be clear about the problem you solve and the kinds of people you help.
4. Look for ways to support their goals before asking them to support yours.

Ivan connected his own experience to consistent connecting, contributing and collaborating. He shared that he built BSI into a $20 million business, later sold BSI Learning to private equity, and wrote $80 million in mortgage business over two years while working one day a week. He attributed that mortgage growth to referrals.

KLT: know, like and trust comes before referrals

KLT stands for “know, like and trust”. It’s a simple way to remember what needs to be in place before someone feels comfortable referring you.

People need to know what you do. They need to enjoy dealing with you. And they need to trust that an introduction will be handled well. A referral is not just passing on a name; it’s putting your own reputation behind a connection.

Ivan described a warm introduction as something you ask permission to make. For example:

“I know, like and trust you. I know [person]. They’re an amazing person, and I think you should meet. Is it okay if I introduce you?”

Then add context so both people understand why you’re connecting them. That mutual permission protects trust and gives the conversation a useful starting point.

Put the five Cs and TREAT values into practice

Ivan framed the five Cs as a way to make referral networking useful in practice: connect, collaborate, contribute and build community. The emphasis is on taking action with people, not simply turning up to events.

He also shared the TREAT values as principles for working together:

• Team first: Look for ways to help and ask, “Who can I introduce you to?”
• Respect: Be considerate of people’s time, needs and boundaries.
• Energy: Bring interest and passion to the conversations you have. You don’t need to be an extrovert to engage and inspire others.
• Adventure: Be willing to take a thoughtful risk, such as reaching out to someone new or hosting a small gathering.
• Trust: Keep your word and treat introductions with care.

Use these as a quick check before you make an introduction: Is this useful to both people? Do I have permission? Am I confident each person will be treated respectfully?

Rule 101: become referable first

If you want people to refer you, make it easy for them to understand and recommend you. Ivan’s Rule 101 was simple: become referable first.

Start with your introduction. Can someone explain what you do in a sentence? Is it obvious who you help and what kind of opportunity is a good fit? Give your referral partners a short, clear way to describe you.

Your business card matters, too. Ivan encouraged attendees to make it superb and present it as a polished reflection of their business. In the session, he described Referron Premium as offering white-labelling, stats and analytics for US$100 a year. White-labelling means using your own branding on the card rather than Referron’s.

Before you share your card, check that it has:

• Your name, business and a clear description of what you do.
• Current contact details and links.
• A direct way to save your details or get in touch.
• A professional design that feels consistent with your business.

A digital card can be shared by link or QR code, and can be saved to Apple Wallet or Google Wallet. The easier your details are to keep, the easier it is for people to follow up.

Run the Referron Live hour-of-power playbook

Ivan described a repeatable format for turning a networking session into useful action. The point is not to deliver more pitches. It’s to learn about people, spot relevant connections and follow up.

1. Start with a knowledge share

One community member gives a 10–15-minute talk on a practical topic. Ivan called this a “15 minutes of fame” opportunity: a chance to share something useful with the group.

As you listen, note one idea you could apply or pass on to someone in your network.

2. Make breakout conversations specific

Move into a small group of five or six people. Give each person two or three minutes to share:

• One insight from the knowledge share.
• The outcome they want.
• The capability or support they need.
• The exact referral they’re looking for.

Specific requests are easier to act on. “I’m looking for new clients” is broad. “I’d like an introduction to a Sydney-based business owner who is reviewing their commercial lending” gives people a clearer starting point.

While someone speaks, think of a person you know, like and trust who might be relevant. Don’t wait until the session ends to consider how you can help.

3. Make an introduction with context

Use the group’s shared contact list, or “rolodex”, to add a person as a connection. Send your digital card so your details are easy to save, then ask both people for permission before introducing them.

A short note should explain why you think they should speak. For example: “You’re both working with independent health practices, and I thought it could be useful for you to compare notes on referrals. Would you be open to an introduction?”

4. Return, share insights and follow up

When everyone returns to the main group, facilitators share what they noticed, followed by a short 30-second insight from each person. You don’t need to repeat your pitch if the group can see your details in the shared contact list.

The aim Ivan set was for everyone to leave with three to five warm introductions to follow up. Two weeks later, the group can share what happened and look for the next useful connection.

Lead with WIIFM: what’s in it for them?

WIIFM means “what’s in it for me?” Ivan used the phrase to remind the group that people are interested in how a conversation can help them. Rather than leading with a pitch for your business or your networking group, lead with the value you can offer.

Ask thoughtful questions. Find out who someone wants to meet, what they’re working towards, and what kind of introduction would be useful. Then consider whether you can help, even if the introduction doesn’t directly benefit you.

Ivan also set a stretch goal for growing LinkedIn networks: move from 500 contacts to 5,000, or from 3,000 to 30,000 within 12 months. The number isn’t a substitute for trust. The practical next step is to make relevant people part of a network you can actually connect with and support.

Watch: Ivan Kaye’s Referron Live session on becoming a centre of influence

Key takeaways: a centre-of-influence checklist

• Focus on the stakeholders who matter, not just your total contact count.
• Make sure people know what you do and who you help.
• Build KLT: know, like and trust.
• Be referable with a clear introduction and an up-to-date business card.
• Ask permission before making a warm introduction.
• Make specific requests and follow up on introductions you receive.
• Keep creating opportunities for others, not only yourself.

How Referron supports the playbook

Referron is designed to help you keep useful connections organised and make introductions easier to follow up. You can share a Referron Card, add people to your network, and make three-way referrals that connect people with context and permission.

Referron also supports Groups for building professional communities, a paper card scanner for digitising contacts, Apple and Google Wallet passes, and referral analytics. CRM (customer relationship management) software helps businesses organise contacts and sales follow-up; Referron can sync activity with Salesforce and GoHighLevel. Unlike LinkedIn or WhatsApp messages, referral activity can be tracked in one place.

For more practical networking guidance, visit Referron’s resources hub.

Frequently asked questions

What is a centre of influence?

A centre of influence is someone who is known and trusted, and who helps create opportunities by connecting people. They build influence by being useful and consistent, not simply by having a large contact list.

How do I become a centre of influence in my industry?

Be clear about who you help, build relationships with people you know, like and trust, and make thoughtful introductions with permission. Follow up, contribute useful knowledge and make specific requests so others can see how to help.

What does KLT mean in networking?

KLT means “know, like and trust”. It describes the relationship foundations that help people feel comfortable working with you and making referrals to you.

How many contacts do you need to be a centre of influence?

There’s no set number. A smaller group of people who know your value and trust you can be more useful than thousands of names you don’t know well. Start by identifying the stakeholders who matter most to your work.

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