Garry used to think asking for referrals would make him look pushy. “Like many others I had an irrational fear of asking.” His lack of referrals had nothing to do with his expertise, effort or service. The sticking point was his comfort level of asking was a 2 out of 10. This sent the wrong energy. I asked Garry: “Why should people refer you?” From this exercise, one thing really struck him: Some of his clients had been thanked for introducing people to him. This gave him the
