Give & You will Get - Don't expect to get though...August 30, 2011

It's pretty simple. If you refer business to others, most refer work in return, if for no other reason than they’ll feel an obligation to do so. Not everyone does, but most do.

Many of us are guilty of not seeking opportunities to refer clients/customers to others. Sometimes it's because we don't listen to the needs of people, and then don’t uncover opportunities to make referrals. Listen intently to your clients and others to uncover needs beyond the sale. This requires proactive listening in order to learn about the needs of others.