Beyond the Booth: How Deep LAA Involvement Turns Members into Referral Magnets

Service partners often ask me: "How do I get from membership to actual referrals?" The answer isn't complicated, but it requires more than showing up to events with business cards. It requires becoming part of the community.

I'm Jamie, and in my decade-plus with LAA, I've watched service partners transform their businesses through strategic involvement. The most successful ones understand that in West Texas, people do business with people they know and trust. LAA events create those relationships—if you use them right.

Where Trust Gets Built

Take our community service projects. Last month, we organized the clothes closet at the Lubbock Dream Center. What looked like a full day's work was done by lunch because our members work efficiently and get things done.

But here's what really happened: Service partners worked alongside property managers in a relaxed setting. No sales pitches, no business pressure. Just competent people solving problems together. When those property managers need contractors later, they remember who showed up, worked hard, and got the job done right.

That's not networking—that's reputation building.

The Business Case for Fun

Our annual Chili Cook-Off draws 200 attendees in a relaxed, competitive environment. Service partners who participate aren't just handing out samples—they're demonstrating personality, organization skills, and attention to detail. Property managers see how you handle pressure, interact with people, and present yourself.

One HVAC contractor told me the connections he made at last year's cook-off generated more business than six months of cold calling. Property managers remembered his team's enthusiasm and professionalism when their units needed service.

Strategic Event Selection

Different events serve different business goals:

Golf Tournaments create extended networking time. Four hours on the course with property managers builds relationships impossible to develop in a brief office meeting. Our Expo on the Green adds visibility—imagine chatting with decision-makers as they tee off.

Business Expo puts you center stage with a captive audience actively looking for services. It's your prime opportunity to demonstrate expertise and answer questions directly.

Monthly Luncheons provide consistent touchpoints. Regular attendance builds familiarity. Property managers start recognizing you as someone committed to the industry, not just chasing quick contracts.

Learn at Lunch sessions position you as an expert. Host a session, share knowledge, and establish yourself as a thought leader in your field.

Maintenance Mornings connect you directly with the people who call for daily services. Building relationships with maintenance staff often leads to emergency calls and ongoing contracts.

The Compound Effect

Here's how strategic involvement pays off: Property managers start thinking of you as a community member who happens to provide services, not a vendor trying to make sales. That shift changes everything.

When they need recommendations for services you don't provide, they call you. When colleagues ask for contractor referrals, your name comes up. When budget meetings happen, you're remembered as someone invested in the industry's success.

Active LAA members don't just get more business—they get better business. Referrals come pre-qualified with built-in trust. Price becomes secondary to reliability and relationship.

Making It Count

Involvement isn't just showing up—it's contributing value:

At community service events: Work hard, stay late, solve problems. Property managers notice competence.

At social events: Be genuine, ask good questions, remember personal details. Relationships matter more than sales pitches.

At educational programs: Share expertise, ask thoughtful questions, help others learn. Position yourself as a resource.

At business events: Focus on understanding needs rather than pitching services. Listen more than you talk.

The West Texas Difference

In our market, word-of-mouth referrals carry more weight than any advertisement. Property managers talk to each other constantly—about problem tenants, difficult repairs, and reliable contractors.

When your name comes up in those conversations, you want it attached to positive experiences. LAA involvement creates those positive touchpoints consistently over time.

Your Next Steps

Stop thinking about LAA events as networking opportunities. Start thinking about them as relationship investment. Every interaction is a chance to demonstrate the competence and character that generate referrals.

Ready to move beyond surface-level membership? Here's how:

• Join committees where real work gets done and relationships form
• Volunteer for community service to show your values align with the community's
• Attend consistently rather than sporadically—recognition comes from regular presence
• Contribute expertise through Learn at Lunch or educational programs

The most successful service partners in our network didn't build their businesses through aggressive sales tactics. They built them by becoming trusted community members who happen to provide excellent services.

Contact LAA to explore involvement opportunities:

• Phone: 806-794-2037
• Email: laa@lbkapts.com

Your next great client relationship might be waiting at our next community service project or chili cook-off. The question is: Will you be there to build it?