This is episode 418. Join the Institute for Excellence in Sales here. Read the complete transcript on the Sales Game Changers Podcast website. JOANNE'S TIP FOR EMERGING SALES LEADERS: "On LinkedIn, always send a personal invitation and I’d love to get one from you saying that you heard this podcast with Fred, that would be fabulous. I always send a personal response as well, that’s how you start a conversation. What I’d like you to do now is one thing I talk to a lot of clients about. Stop, start, continue. If you want to make referrals part of the way you work, you need to stop doing something that isn’t working that well. Then you would start with referrals, talk to me first and then start with referrals. Then what are you doing really well that you want to continue? Because we don’t have time for everything in our lives. Take that stop, start, continue. That’s the best advice I can give you."