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In my current life, referrals matter more than ever before because it is the part of the business I focus most on. That said, it has always been important to insure that referrals made are real, and that spending time making the right connection is crucial to insuring success. To that end it always begins with information: getting as much data as possible from the prospect about what exactly they are looking for, how ready they are to act and how qualified they are to move forward. Without that information any viable connection can not happen.
I have been on the receiving end of this kind of blind referral. I sometimes wondered if the sending agent had even met the prospect or spoken with them for more time than it took to get a phone number and an area. An unqualified referral is nothing more than a shot in the dark and I never played well in darkness.
So I am always mindful of insuring that referrals are real and workable. Another key factor is making sure the person being referred is amenable to the process.There is nothing worse than calling someone who doesn't know who you are and why you are calling them, ... more
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