Steve Wershing, author of "Stop Asking for Referrals" talks to Tom Reimer about the myths of growing a business via referrals. If you don't understand why referrals happen (and what's going on in the mind of your client) asking for referrals can actually have a negative and damaging impact on a relationship built on trust. Here Steve talk about the importance of both a consistent and well defined value proposition as well as a formal referral marketing strategy.