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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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SECTION IIGET MORE INTRODUCTIONSCreate Connections to Your New Prospects

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Once upon a time, we could get our clients to suggest people for us to contact; we could actually reach them on the phone and set up appointments without the clients having to get involved with an introduction. Those days have changed. With the do-not-call regulations, caller ID, and all the other ways businesspeople and consumers protect themselves from unwanted calls, it’s just darned hard to reach people.

Let’s go back in time for a minute … when there was no Internet, no e-mail, even no telephones. A person who was referred was given a letter of introduction. A person ...

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