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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