To generate a referral directly at the closing, in other words, at the point of sale (POS):

• the points of contact must be well prepared,
• the welcome folder should be equipped with vouchers,
• a bring-a-friend campaign has to be in place and 
• a landing page for data collection must be available.

Man kann Empfehlungen in 2 Kategorien unterteilen:

• The referrals before or during the closing (POS)
  These are trial trainings. We have just 45-90 minutes to influence them positively.
  
  
• Referrals after closing (APOS ) also called "After Sales".
  These are our members.
  This is where we have the full term of the membership to positively impact the member.