I think it's no longer enough to settle for referredleads. We want introductions or connectionsto our new prospects. With referred leads, you may emerge from anappointment with 10 names and phone numbers, and not set a singleappointment. But, if you emerge with three or four qualityconnections, you may set all four and sell all four.

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

A Referral Event, on the other hand, is a very overt way ofgetting your clients to introduce you to others who might beinterested in the work you do. While there is a client-appreciationcomponent to this event, everything is above board. Your clientknows you are hosting a fun event (ideas to follow) for the purposeof meeting potential prospects.

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