People Don't 'Give' Referrals - They Make Them

One of the great misconceptions in our business is that clients "give" us referrals. As in offer us the name and number of someone they know as if it were a gift to us or a reward for a job well done. Clients may give us a gift occasionally because they like us or because we did a good job for them. However, if you want to learn how to attract a significant number of ongoing referrals, you must first understand the dynamic that causes people to make referrals.

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