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

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CHAPTER 6A System That Works for You

Highground and Susie left the oceanfront and walked up a few blocks from the dock toward Rancho Benicia’s downtown area.

As they walked, Highground said, “Well, Susie, you’re in the homestretch. Your insights and goals you just wrote prove that you are an amazingly quick study. Before we take this next step to learn the last principle, what specific insights do you have? Anything you want to talk about?”

Susie hesitated, not quite sure she wanted to share her deepest fear with him. He’d now become a sort of mentor to her, and she didn’t want to disappoint him. But he had asked, so she told him.

“Mr. Highground, you obviously have helped a number of people through this process. And all you say seems logical. ...

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