Bill Cates says that referrals are worthless.

It’s a statement meant to shock, for sure, but there’s truth to it: unless you actually get introduced to those new prospects, what good are referrals?

Bill is the president of Referral Coach International, and gave us some great perspective on how to actually land introductions—and how to build a culture around landing them.

(Bill mentioned this resource in the show: LinkedIn Referral Optimizer.)