The Best Prospects in the World
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their friends and/or associates will normally do the same thing. Each COI will be good for 5 to 10 New Accounts for you doing the next 12 months. Folks, this is “Found Money”. It’s the “Icing on the Cake”. It’s the “Manna from Heaven”. It’s the greatest shortcut to a Mega-Buck career that you’ll ever discover. If you’re not asking for Referrals on each and every Contact, you are resigned to Cold Calling for the rest of your life.
First, you’ll need to appreciate that asking for Referrals is just like trying to make a Sale. You’ll give them a Presentation (ask for Referrals) and then they will give you an Objection (why they can’t or won’t give your any names). You might say;
“Everyone I chat with is nice enough to share 2 or 3 quick Names with me of Folks who might appreciate knowing more about (your product or
