The Gatekeeper Never Left. She Just Got an Algorithm.
When I started selling commercial copiers in the Washington, DC area, there was a human being standing between me and every sale I wanted to make. She sat at the…
The #1 Reason You Aren’t Getting Enough Referrals: The Way You Use Time
Most owners of professional services firms will say referrals are their best source of business. They’re right. Referral clients convert faster, stay longer, generate more lifetime value, and are generally…
Charismatic Collaboration
This week’s newsletter comes to you from Port Charlotte, Florida, where I’m attending the 2025 Exit Planning Institute Annual Summit. As always, my mind is on collaboration because after connecting…
How Hard Are You to Introduce?
Let’s get straight to the point: Do you understand one of the most uncomfortable truths about predictable referrals for serious professionals? Here it is: the more difficult, the more effort,…
Mastering the Art of Oversubscription Through Referrals
You might think it's odd coming from a referral expert like me, but here's the truth: you need to be oversubscribed by referral. I've been diving into Daniel Priestley's book…
Does Your Marketing Have Any Soul?
Does your marketing have any soul? Maybe…if you focus on referrals in a proactive and strategic way. I love fly fishing, and I love me some fly fishing videos on…
The Hero’s Journey with Referrals
If you're a financial advisor who isn't swayed by the latest marketing trends and believes that human connections and referrals are the best way to grow your business, you face…