A Referral Is a Referral, Right? Wrong.

A referral is better than a cold call because you have the name of the prospect and, if youre fortunate, you can use the name of the referal source to open the door. What more could you hope for? Actually, theres quite a bit more you can expect from referrals that have been properly developed by their sources.You see, all referrals are not equal. Referrals come in many different grades and they vary in quality according to how much involvement your referral source has invested in preparing the

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