THE ISSUE:
Someone you’ve been referred to can’t be reached and isn’t returning your calls.  Nothing else can happen until this is done.  It’s frustrating.  But, it can be addressed.

THE INSIGHT/S:
Assume your referrals are distracted and self-absorbed.  Why?  Because they are!  Consequently, ‘breaking through the clutter’ won’t be easy unless you can appeal to what they perceive to be either a) potential threats to their safety or life and/or b) possible opportunities that will improve their position.

THE RECOMMENDATION:
Focus someone’s attention on what they don’t know . . . and ignorance isn’t going to be bliss, either!

THE ACTIONS:

Research . . . your referral to learn what would cause PAIN or offer GAIN

Appeal . . . to your referral’s self interest . . . based on what your research suggests

Wait . . . for a response from your referral . . . it will happen if you’ve done the above correctly

You’re Invited . . .
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