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Working the System
Last week, I had a conversation with a prospect that gets most of her new business through referral partners. Her challenge was that she does not have enough time in the day to have personal contact with enough referral partners, so she was interested in online advertising. While online advertising can be a great vehicle for leads, it was not the right next step for her, because she had not built a system for generating more referrals from her referral partners. This is a com
