Million Dollar Referrals: The Secrets to Building a Perpetual Client List to Generate a Seven-Figure Income

PREFACE

I’VE ALWAYS CONSIDERED REFERRAL BUSINESS to be the “platinum standard” in the acquisition of new clients. (Feel free to use “diamond” or “plutonium” or “iPhone” instead of “platinum” to reflect your own value system!)

I had also always considered referrals to be automatic, and as involuntary as respiration or as suffering when rooting for the home team. But when McGraw-Hill asked me to consider writing this book in our Million Dollar series, it struck me that too few people were successfully obtaining referral business.

Upon closer inspection, my suspicions were borne out: professional services providers (as well as almost anyone in a sales capacity) were not asking for referrals, were asking poorly, or were asking and failing to follow ...