By Kim T. Gordon

Referrals -- everyone wants them, yet few really understand how to win them. Sometimes it may seem all your competitors are benefitting from strong referrals and word-of-mouth and you wonder how they manage to get so lucky. The truth is, luck has very little to do with it.

It all hinges on making the right connections with "influencers" and "influentials." Influencers are generally other business professionals who work one-on-one with your best prospects. They have the ability to make recommendations that can result in almost immediate referrals and sales. Insurance adjusters are important influencers when it comes to sending business to roofing contractors and autobody shops, for example. Mortgage brokers depend heavily on real estate agents who act as influencers on homebuyers. Get the idea? ......[read more after logging in]

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