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woman with tablet If a client sends a friend in your direction, there are some things you should be sure to do. (Photo: Shutterstock)

We all have a referrals fantasy.  Someone walks in, drops their statements on your desk and says: “You’re my new guy.  Where do I sign?”  When clients send along their friends, the sale isn’t done yet, but you have a lot of factors already in your favor.

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