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The Referral of a Lifetime by Ken Blanchard, Lynda Rutledge Stephenson, Tim Templeton

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CHAPTER 3It’s Who Your Clients Know

The next morning, at 8:00 A.M. sharp, Susie walked slowly into the coffee shop and looked around. Sheila Marie Deveroux, dressed in a flattering pale blue linen dress and a bright scarf, was at the same back table, this time, though, with a different couple—a rather dignified gray-haired man and woman, both in their seventies.

Hesitantly, Susie stopped at the oak bar.

“Good morning, Susie. The usual?” asked Chuck.

Susie smiled hello and nodded, looking back at Sheila Marie.

“Yep. That’s her,” Chuck said, to Susie’s surprise.

“You know about my appointment?” she asked.

“Sure,” Chuck answered, handing her coffee to her and ringing up her payment. “You’ll like her. But then, she’s relational-relational.” Before ...

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