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.

We all make referrals. As social animals, we have a need to. It is social currency, a way to expand influence, networking. When we introduce a friend to a solution or experience they seek, we get a reward - we feel good about helping a friend and our friend thinks more of us for giving them something they were looking for.

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