You need to position yourself to your referral sources and your current clients as providing exceptional value and experiences in everything you do.

Referrals are NOT an entitlement!

Treat each event you attend and each person that you meet as if it were an appointment with your one of your best clients -- even if you are meeting that person for the very first time.

Small talk is incredibly important when building new relationships and is necessary to do when networking, provided it is not small minded...Small talk helps to provide a bridge from saying "hello" to the substantive part of the conversation.

Let 'the cause' become the 'because' – the reason – for people to do business with and to refer business to you

The smart business person sees an opportunity to generate referrals by collaborating with their competitors.

Many business people end up being relationship rich, and referral poor.

Referrals are the privilege of the opportunity given to you by someone else to potentially do business with someone who wants, needs or desires the products or services you offer

You need to position yourself to your referral sources and your current clients as providing exceptional value and experiences in everything you do

When you are networking you are doing more than just marketing your business; you are marketing yourself.