Beyond Referrals: How to Use the Perpetual Revenue System to Convert Referrals into High-Value Clients

PREFACE

When I graduated from the University of Maryland (go Terps!), I was shy, lacked confidence, and had a degree in sociology. So, naturally, I took a job in sales. My first job was selling home improvement services. It wasn’t a very sophisticated selling situation. In fact, we didn’t even set our own appointments. They were set for us, and we just showed up trying to make the sale.

So I was 22 and my sales manager, Larry, was 23. He had been in the business about nine months, and so he was the “veteran” among us. For the first three weeks, my job was to observe Larry make sales. My fourth week on the job, I started to run the appointments and Larry observed me.

I’ll never forget my first sale. In fact, it left an indelible mark on my consciousness. ...