Once a referral source has given you the name of a person to call, it’s up to you to do the rest. A referral is better than a lead because you can use the name of the referral source to open the door. What more could you hope for? Actually, there is quite a bit more you can expect from referral sources that have been properly developed.
The key in developing long-term referrals rests with the relationships you develop. The information, support and referrals that you assemble will be based on your relationships with the other individuals and businesses you know.