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All sales professionals should work diligently to build their database, but more importantly we should be building relationships. In any business, working by referral is significantly more rewarding than spending precious time and marketing dollars to find new clients. Clients who are referred to you understand the person who sent them trusts your character and service and referred them simply because they care, not because they gain anything from it. Developing personal relationships and reciprocating referrals with those you do business with makes your job more pleasant and creates a consistent source of incoming leads.;)
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