First, you have to be visible in the community. You have to get out there and connect with people. It's not called net-sitting or net-eating. It's called networking. You have to work at it.

Referrals aren't given easily. If you don't take the time to establish credibility, you're not going to get the referral. People have to get to know you. They have to feel comfortable with who you are and what you do.

Referrals are very powerful. When I refer you, I give a little bit of my reputation away. If you do a good job, my friend that hired you is pleased. But if you do a bad job, that reflects badly on me. People forget that.

First, you have to be visible in the community. You have to get out there and connect with people. It's not called net-sitting or net-eating. It's called networking. You have to work at it.

Networking is not about hunting. It is about farming. It's about cultivating relationships. Don't engage in 'premature solicitation'. You'll be a better networker if you remember that.

Networking is more about farming than it is about hunting.

You can make a good living while serving a greater good.