How to get the most benefit from your top 12 referral sources? Why do we pick the number 12? Well, There are four quarters in the year, and there are three months in every quarter. You’ve got three groups of four, and you’re going to connect with them, reconnect with them, and then repeat them every particular quarter.

Consciously and deliberately pay attention to those top 12 for this particular exercise, which I promise to you, if you implement this correctly and you do this routinely and consistently, it is going to have a direct and noticeable impact on your business development opportunities.