Page 22 - Business Growth Tipping Points - Sales

Rick found himself with an extra 50+ clients, all not only endorsed but advocated and referred directly by us. When I say advocated I mean that we sung his praises from the rooftop, edifying him to our clients as someone they absolutely needed to speak to.
We told our clients and even some who did not engage our services to EXPECT a call from Rick within 48 hours. This as I’m sure you can appreciate is more than a referral lead.
We considered looking at some sort of referral fee arrangement but desisted. At a guess, I’d imagine the year one revenue earned by Rick would have been upwards of $150,000 – not to mention the annual residual trail and new business. That’s what some might call a good little earner!
For months Rick, pestered me to talk to an old business colleague of his, Mike. Sure Rick I deflected, I’ll give him a call. “Dude, you need to call him – here’s his number!” Rick retorted.
Wow, I thought he must really rate this guy Mike, I reasoned, he’s so persistent. Eventually, if for no other reason than to get Rick off my case I called Mike.
Now I find myself spending $5000 a month with Mike and his Marketing Company. That endorsement is currently
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