Who are the people who matter most to them, and what do they like to do with those people?

Is there anything that they're really passionate about? Any charitable or philanthropic endeavors?

Are they spiritual people? Religious people?

Finally, if you really want to improve your referral system, don't be a salesperson. 

© 2005 by Bill Bachrach, Bachrach & Associates Inc. All rights reserved Bill Bachrach is the author of four industry-specific books, including his newest book, It's All About Them; How Trusted Advisors Listen for Success. For more information about his services or to order his books, call (800) 347-3707 or visit the Web site, www.bachrachvbs.com.

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