ou need to look at your Top 100 like a tray of batteries. Your job is to keep them charged. The more batteries that you have charged the more powerful your business will be over the long term. Joe Stumpf, with BY Referral Only, taught me very early on that your database will provide you a 20% return over the course of a year if you manage it properly and stay in touch. That means for every 10 people in your database, you should get 2 referrals. At 100, that’s 20. I saw those types of returns consistently when I was selling full time.
