On finding referrals

The people who work the hardest to get referrals, it seems to me, are the people who least deserve them.

If you make average stuff for average people, why exactly will someone refer you? If you are busy selling standard insurance policies to standard insurance clients, why will someone refer you? Because you're good at golf?

In fact, the best way to get referrals is to change what you do, what you sell, how you act when times are difficult, how generous you are when you don't need to be.

Yes...