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Fearless Referrals by Matt Anderson

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CHAPTER 5FEARLESS REFERRAL-GETTING STRATEGIES

The step from knowing to doing is rarely taken.

—Ralph Waldo Emerson

WHERE DOES YOUR REFERRAL BUSINESS COME FROM?

Three years ago, I was having coffee in Worcester, England, with a man named Richard, then a director of the G.M.G., an organization that hired me to do a couple of referral seminars for its members—all small business owners in synergistic industries. While talking to him about his own company over the previous few weeks, I had asked him three questions. He told me that his answers had helped him enormously in determining where he wanted to focus for that upcoming year. Perhaps they’ll help you, too.

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