Most of your clients don’t “go there” because they are unclear of how it looks to get involved in someone’s life and potentially put their own reputation on the line. They are undermined by a subconscious “no good deed goes unpunished” mindset, so they don’t get involved, even when the opportunity is presented. It’s not that they’re unconvinced or unmotivated, there is just some uncertainty about referring, so they don’t. Some may be out there singing your praises and endorsing you because you are dependable, but it sputters out quickly when it lands in the friend’s mind. Unless and until a client or partner is crystal clear about how it will reflect on them and the friend, there’s a blockage.

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