(This is Part 2 of a two-part series. See Part 1.) If you rely strictly on a "by referral" model for your business, you are at the mercy of others in terms of when you receive referrals. If you want to take control of your lead generation, say goodbye to passive referral techniques and say hello to "power networking." I recently spoke in San Luis Obispo, Calif., and had a five-hour drive each way from Los Angeles. I stopped by a local bookstore and purchased an audio CD program called "Sales Success." It contains 14 one-hour CDs from a number of major speakers, including Zig Ziglar, Tommy Hopkins and Jim Rohn. While I found plenty of useful tips from each of the CDs, the one program for me that stood out was Bob Burg's (www.Burg.com) "Endless Referrals." Given that there are so many speakers in the real estate industry who have comprehensive "by referral" programs, I didn't expect to learn much from this particular CD. I was 100 percent wrong. Burg walks listeners through a proven sys...
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