CHAPTER 7FEARLESS REFERRAL FOLLOW-UP

It’s not what you do once in a while; it’s what you do day in and day out that makes the difference.

—Jenny Craig, diet guru

KEEP YOUR REFERRAL SOURCES HAPPY AND UPDATED

This is one area in which the vast majority of people do a horrible job. Very rarely do people keep their referral sources informed about what happened to their referrals. I understand that it can take a long time between getting the referral and actually meeting that person, but remember that people’s integrity is on the line. It is very possible that people who have referred you in the past have stopped because they felt unappreciated since they never heard from you!

I recommend some kind of reminder system or weekly habit to check in and ...

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