This document discusses obtaining referrals through tiers to expand a business's referral base. It defines tier 1 referrals as coming directly from a chapter member, tier 2 referrals as coming through a chapter member, and tier 3 referrals as coming through a chapter member's contact. It encourages teaching tier 2 clients to refer their relevant contacts in order to obtain tier 3 referrals, and assigns homework of getting a referral from an existing client and identifying what tier it is.