Your goal is to keep people together that are friends, family, etc. Place them vertically under one another. If someone referred you a new enrollment, put that enrollment under them and send them a thank you roller, card, or gift. Even if they don't want to build doTERRA now, they may in the future, and you don't want them asking a year from now "where are my friends and family that I referred you?! I should already have a team built!"