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Are you in the habit of asking everyone you do business with to return the favor? One of the largest life insurance sales I ever made was to my wife’s jeweler. Do you buy hardware? There are quite a few hardware stores in every town. You should know every owner. The employees at Home Depot might be helpful but they won’t pay your bills.

Where did you buy your last car? Do you know the owner of the dealership, the CFO, the general manager? Do you eat out? You should visit different restaurant every time you go out. Even the chain restaurants have general managers or partners. McDonald’s has franchises. Have you met the owners or even the managers who can introduce you to the owners? Is your dentist a client? How about your general practitioner? Your wife’s doctor should be a client. Do you buy business cards? Who’s the printer? Who’s the manager of your local grocery store, department store, toy store?

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