CHAPTER 4THE PLATINUM STANDARD
ASKING FOR REFERRALS IS DOING THREE PEOPLE A FAVOR
THE MENTALITY OF VALUE, NOT SALES
I spoke earlier of having a sincere, constant belief in the value that you provide, and that this value should be your driving force in finding business (as opposed to quotas, or revenue, or numbers of clients). If you believe that, ongoing referral business, at any given time, is doing three people a favor:
1. Your existing client, who is providing value to someone else
2. That third party, who will benefit from that value
Thus, Hal Mapes, whose story was given at the beginning of this book, was exponentially helping people throughout the year. The third party is usually new; the referring party may be the same or may be ...