First of all, Brian believes you should spend all your time serving your clients. Therefore, if your clients and customers are out rounding up business for you, your time will be free to lavish on providing great service. He also suggests that your past happy clients will refer you to people like themselves.
Good clients refer good clients.
So, the number of jerks in your Rolodex should diminish. Finally, Brian feels you must train your clients to refer business to you. Go through your data base and find your 100 A clients. These are people you'd like to work with. Get in touch by phone or letter.