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In the early days of my consulting business I regularly taught in-person classes. I distinctly remember one class that was held in a classroom of a financial advisor’s office. Three of the advisors in that office participated in the course, one of whom was the senior partner. Mary Ellen was an esteemed advisor and at the time had been in the industry for more than 20 years. She always sat in the front row and was eager to learn new approaches and strategies for referral marketing.

One day, Mary Ellen reflected on her very early days of training where she remembered being told by her seniors, “Success in this industry is all about activity, activity, activity!” I challenged her by saying, “Activity for activity sake is just keeping busy. Success is more about the right activity.” She looked me in the eye and said, “I wish I would have known you 20 years ago. There’s no telling where my business would be now!”

Here are four habits to incorporate into your daily routine that will trigger referral activity.