In this episode, Jon and Justin talk about the roles referrals play in building a growing and healthy payments portfolio. Along the way, they cover:

• Setting sales goals and reverse engineering the activities needed to achieve them (appointments, calls, etc.)
• Tracking ratios to understand your sales funnel performance
• The importance of networking and joining groups like Chambers of Commerce 
• Being specific when asking contacts for referrals
• Following up with merchants after install to earn trust and referrals
• Warm calling businesses around your appointments
• Having referral partners beyond the usual suspects

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