There are many distinctions between good salespeople and great salespeople. Great salespeople have a habit of asking for and getting referrals. And they do it consistently. In the wise words of hockey ...

It is pretty accepted that our practices are best grown through referrals, and that beyond our clients it is important to cultivate centers of influence (COI’s) such as CPA’s and estate attorneys.

Some people will tell you that simply asking for referrals is the key to getting more of them. This is not entirely true. In fact, if the proper foundation has not been laid in advance, asking for ...

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