Prospecting fills your pipeline. Marketing fills your universe. Marketing enhances your image and creates familiarity with the people in your universe so prospecting is easier and thus shortens the time it takes to convert a prospect into a client. It's a one - two punch. Lack of referrals is a sign of poor influence skills.
Volume is quality quantity.
The right quantity of the right people so there is a high pay-off from your relationship building activities. You probably have told your clients that people don't plan to fail, they fail to plan. Thorough interviewing or fact-finding. Accurate presentation skills. The confidence to tell people what to do.