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I have the double edged sword of having to turn away potential new clients who won't generate enough revenue for the business - these are the same type clients I was clamoring for in the early days. Unfortunately, I sometimes have to tell referrals from early clients that I can't take their case because I am limited to what I can do. Would you advise that I try to hire someone to handle these smaller cases for me, or refer them on to strategic partners who handle smaller accounts?

@Lateef - beyond the tools, it's how they integrate and are maintained after they're set up, that will be useful to you. Thank you for addressing Jim's scenario.

@Jon - let me know how you like it.

@Ricardo - very practical and easy to read. Glad you grabbed a copy.

@Jim - I could have not brought it home better than Lateef. Hope this conversation was helpful.

@Jim Matorin

I'm new to this, but I think people only think of referrals when they hear a "buy signal" from one of their friends. They don't think "That company was awesome, I need to tell others about it." Instead, they think "My buddy is looking for a house, I should have him use my real estate agent". So companies do have to ask for referrals to spur them on - otherwise they only happen randomly.

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