You need to keep more than just contact information. Record every word-of-mouth referral that you receive from your network . . . who gave you the referral, how it developed, and whether it led to any further business. Within your database, keep track of how specific people help you, what you do for them, how often you meet with them, who they want to meet, and other significant information that will give you a reason to connect with them (e.g., birthdays, anniversaries, names of children and significant others—whatever they share with you that you want to recall later).

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