Life Business and Money - Leads vs. Referrals / Giving First

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Steven Kay

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Referrals Are Not Leads And Leads Are Not Referrals
By Dr. Ivan Misner and Bertrand McHenry
 
Question: What is the difference between a “lead” and a “referral”?
 
Answer: A lead is a contact that may come from any number of sources.  This contact is generally not expecting your call. However, a "referral" is the opportunity to do business with someone in the market to buy your product or service and who’s been told about you by a mutual friend or associate.
 
 
 
 
 
Give First And Expect Nothing
Written by Dirk Cummins & Devon Ray
 
Our “give first” strategy is so effective because it allows you to be in control.  When we initially meet someone, the first thing we need to “give” is the chance for him or her to describe the product or service they offer.  Because you are in control, with three easy questions, you should be able to quickly gather enough information to decide if you want to pursue a relationship:
 
 

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