Make sure you’re always leveraging your network. Always asking for referrals. Referrals are going to be the heart of your business. It’s not a cold lead It’s a warm introduction to somebody that could potentially leverage whatever it is that you’re selling. Network and referrals are a huge huge number two for me. So Kevin along those lines I mean is is that a part of your process like is there a specific point that you’re trying to ask for those referrals like where where does that fit into just the way that you operate? The simple answer to that is all the time. Everybody should always be asking for referrals. I’ve talked to hundreds of sales people and a lot of people don’t even ask for them. I a stat the other day it’s like 11 percent of people ask for referrals. Seventy one percent of people are actually willing to give a referral. I ask on just about every single call I have is who else in your network work might be able to leverage a solution like this. And would you mind putting me in touch with that person.
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