Zero Referrals Equals Negative ROI

What do money and time have in common? They’re both limited resources that are gone forever when spent. When I worked as a personal producer, I was purchasing and pursuing leads, but I wasn’t leveraging the time and the effort spent on more business. It wasn’t until I adopted the mentality of, “zero referrals = negative ROI,” that I started to experience a greater return on investment on my time. To this day, I still have random calls for a referral here and there, even though I am no longer a full-time producer.