For the next few weeks, I will be posting 20 steps you need to take to start (and maintain) a successful referral program.  Every week a new step will be posed, so stay tuned!

2.  Follow a very specific process with all of your new clients to make sure you provide maximum value early in the relationship.

• Think process, not products: teach, use big-picture thinking, question their assumptions.

• Talk about what your clients expect in the relationship. Demonstrate you truly care about the future of the relationship.

• Take a leadership role. Help them stop procrastinating on what they know they need to do.

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