If you are in a services industry, you are in the business of trust. And the only real way to build trust is by building deep personal relationships with your clients. So, Be Curious. Ask about their life and their business in general – show curiosity and concern for their personal well-being and the people they care about. Show you care by suggesting that they talk to XYZ person or ABC company. Your client will thank you for having their back, and the person you referred will thank you too (probably in more ways than one).