Give Them A Reason

Feb 20, 2017 | Business

A friend and I were discussing the economic value of professionalism and he said, “It’s much better to be referred by others because of who you are rather than just what you do.” His point was that there are many professionals in your area who know what you know and...

Wear The Right Shade

Oct 28, 2013 | Business

I attended a business mixer recently and noticed that there were three different shades people wore. I’m not talking about their clothes. That would be easily addressed. No, I’m talking about their behavior. This is what I saw. Some wore lamp shades. They stood at the...

How It Works

Oct 16, 2011 | Business

There is a lot of talk about how to get referrals from others. Programs, initiatives and training are all the rage and focus. After all, a referral source that generates leads for you is invaluable to your professional career. Over the years, I’ve trained hundreds of...

Stimulate Referrals

Mar 20, 2011 | Business

Earlier this week, my publisher (I’m writing a book—there; I said it. It’s due out the beginning of May—there; I’m committed) made a comment that won’t leave me. We were discussing the economic value of professionalism and he said, “It’s much better to be referred by...