Everybody celebrates the signature. The paperwork is done, the handshake is warm, and most salespeople immediately turn their attention to the next new name on the list.

Most salespeople treat referrals like a tip jar. The deal closes, the paperwork is signed, and then — almost as an afterthought — out it comes: "By the way, do you know anybody else who could use this?"

Early in my career, I watched the top producer on the floor do something that made no sense to me. A client was ready to sign, and this closer said, "Hold on. Let's make sure this is actually the right move for you."