One of the biggest hurdles I've faced in my career has been finding prospects, moving them through the sales process, and turning them into clients, all while constantly being on the hunt for more prospects. It's an endless cycle. (In my industry, it can be even harder to sell something when people ultimately don't want to buy. If your client is a young couple with kids and a mortgage, do you think they would rather spend money on a vacation or a life insurance policy?) Having a good referral system and making networking effective are the best ways to start the process of keeping the pipeline full. Having a center of influence or creating a friendly relationship through networking can save a lot of time and be much less expensive than buying leads. One of the most effective things you can accomplish is to establish a "referral network". This may take some time to get going but if you can find four or five good sources who are willing refer to each other, you can