Mary Lou Dobbs

And then I turn the card over and I'd say, you refer Mary Lou Dobbs to your client and she helps them fund a buy-sell agreement.

and funds it with life insurance, and the partner dies, and you have the money to give to his spouse, and she goes away, and you own 100% of the company.

Wheel of fortune.

Yeah, but what it did was they got it.

They got that I wasn't selling their clients, but I was assisting their clients and that they also started to look for referrals for me.

And that's what turned my business around and made me successful.

And then when I did make the sale,

I didn't brag about, I bragged about them.

So I did a newsletter and I said, this was the client of Bruce's.

And this is how he saved them financially because they didn't have to call in a loan because they didn't have enough money and the partner passed and put stress on the business.

So I made them the hero.

Yeah, and they do have pain points.

And if you recognize them, and they weren't in the past, it wasn't on their radar, but then when you make it fun and interactive.

Oh, for sure, for sure.

OK, so one day I had a contractor come over to quote on some tile and I said, I can't remember who you referred me to.

So we looked at his text together and it was from an associate of mine.

And it said, Manuel, please give this woman a fair tile quote.

She's in my real estate investment group.

She's an old white woman.

And I, like, it was like a knife.