First, you have to be visible in the community. You have to get out there and connect with people. It's not called net-sitting or net-eating. It's called networking. You have to work at it.

Referrals are very powerful. When I refer you, I give a little bit of my reputation away. If you do a good job, my friend that hired you is pleased. But if you do a bad job, that reflects badly on me. People forget that.

Referrals aren't given easily. If you don't take the time to establish credibility, you're not going to get the referral. People have to get to know you. They have to feel comfortable with who you are and what you do.

Online networking is a phenomenon that really has just started to reach its stride.

Some people out in the community have requested this meeting to find out where the tax money is going and it will give us a chance to calm some rumors. There are people with the impression there is a monster out there gobbling up the additional money, but there's not. The price of services is just increasing.

He (now) will be able to get out in the community.