I had a conversation this week with someone who has been in her industry for over two decades. Deep expertise, strong reputation, real results for clients. Her business runs entirely on referrals. On the surface that sounds great. In practice it means her revenue is completely dependent on who happens to think of her at the right moment. She has no way to reach people who don't already know her, and no system to change that. The referral ceiling is something I see constantly with experienced...