CHAPTER 8YOU CAN GO HOME AGAIN—REVISITING PAST CLIENTS

HEY, AREN’T YOU …?

MAINTAINING CONTACTS

By this time, you must be thinking, “How do I make sure that all these valuable contacts remain valuable contacts?” Well, no worries; you’ll do better than I did, at least when I was starting out!

Computers were a minor issue even in the mid-1980s, and a PDA or cell phone was as unrealistic as Dick Tracy’s wrist radio in the comics. (Today, of course, my iPhone is better than his wrist radio.) Consequently, information was captured the old-fashioned way—by writing it down.

I found it so laborious to keep details in my notebook about whom I met that I stopped doing it, on the assumption that I’d be in constant contact with clients in any case, and the ...

Get Million Dollar Referrals: The Secrets to Building a Perpetual Client List to Generate a Seven-Figure Income now with O’Reilly online learning.

O’Reilly members experience live online training, plus books, videos, and digital content from 200+ publishers.