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Beyond Referrals: How to Use the Perpetual Revenue System to Convert Referrals into High-Value Clients by Bill Cates

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APPENDIX 2PROFESSIONALS NEVER STOP PRACTICING

Just before I was about to deliver a keynote presentation for a large audience in Minneapolis, a small business owner came up to me and told me he was asking for referrals but was not having much success. I asked him to role-play with me for a minute. His request was choppy and wordy and lacked confidence. I asked him how many times he’d actually practiced asking for referrals. His answer was, “I guess that’s something I need to do.” Meaning he may never have practiced. Ever!

When I was a professional musician (yes, I toured the country as a drummer in a rock-and-roll band), I practiced two hours a day on my own and another two hours a day with the band, and then I played five to six hours, six nights ...

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