I think it’s no longer enough to settle for referred leads. We want introductions or connections to our new prospects. With referred leads, you may emerge from an appointment with 10 names and phone numbers, and not set a single appointment. But, if you emerge with three or four quality connections, you may set all four and sell all four.

In this article I’d like to give you examples of how your colleagues are using Referral Events to produce great quality introductions that result in new clients. I’m not talking about Client Appreciation Events. I’m talking about Referral Events. There is a BIG difference. You host a Client Appreciation Event to show your appreciation to your clients. That’s it. Nothing else. You don’t ask them to bring friends, etc. Doing that can diminish the appreciation value.


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