The Secret to Massive Referrals

When I first moved back to Florida two decades ago, my wife took a telemarketing call from a group in Orlando that sold organic foods. A few days later, a short, round man in his mid-sixties showed up at my door. He greeted me warmly and commented on “my lovely home.” In fact, he asked if I might show him around the downstairs before we got started.

I quickly took him from room to room and finally outside to the pool area before sitting in the lounge to listen to his presentation. He brought out an old-fashioned three-ring binder full of tasty-looking food and he started shooting off a string of questions about our family’s eating habits.

Some thirty minutes later I’d bought a $2,000 industrial freezer that I didn’t know I had needed and a truckload of organic food. After carefully helping me with the paperwork and putting it away in his briefcase, he took out a slick, glossy piece of paper and placed it on his lap.

“Mr. Wood,” he said. “There is just one more thing before I go. You have a very lovely home here and a very lovely pool area. But I couldn’t help but notice while I was out there that the ‘little’ Weber grill you have in the corner is really not in keeping…