William Sammons

"If it were easy then everyone would be doing it, and you would not have an opportunity," Bob Parsons. Read that any morning when you want to quit. The reason referral marketing works is that most people won't do the work. They won't follow up, they won't nurture the relationship after the sale, they will stack excuses instead of actions. That resistance you feel? Everyone feels it, but most people obey it...you don't have to. The hard part is the whole point. If building a referral pipeline...

All week I've laid out the pre-work for Fall event season. Know who you're looking for. Warm them up online before you meet. Walk in with something to offer instead of just a card. All of these are not only free, but practical and effective. You read all of it. So let me ask the real question: Are you actually going to do it? Be honest, because I already know most of us won't. Not because it's hard, but because something always "gets in the way." So instead of another pep talk, let's do the...

On Monday I said the failure at Fall events happens before you walk in the door, and today I want to show you the work that actually prevents it (I mean, I can't leave you hanging with just identifying the problem). There are two parts and neither is complicated; however, both take a little time, which is exactly why most networkers skip them. The first part is knowing who you're actually looking for. Before you can recognize a good connection, you have to know what a good connection looks...