Bill Cates, Referral Coach and author of Get More Referral Now! and Don't Keep Me a Secret! offers advice for agents struggling to get more referrals in this tough economy. In the Agent Sales Journal Cates explains wishing and hoping for referrals will not bring them in. You have to be proactive! He affirms that all agents have many prospects right under their nose. The trick is learning how to identify them and ask the right questions. He refers to these as "referral action triggers".
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Source: Agent Sales Journal