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In this special episode, Gresham Harkless reflects on a powerful morning workout and expresses a desire to build consistency by committing to it at least four times a week, even while managing parenting duties.   He acknowledges a key misstep in the early days of his business: jumping directly into cold market outreach without first cultivating referral relationships and tapping into his existing network, which he now realizes should have been the foundation.   Gresham emphasizes the power of personal connections, referencing a tool called Decks, which revealed over 13,000 contacts gathered from LinkedIn, Facebook, podcast guests, and more — many of whom he hasn’t yet reached out to systematically.    Additionally, Gresham pointed out that while referrals are vital, relying on various lead sources is critical for sustainable business success. Blue Star Franchise: http://bluestarfranchise.com Browse the Franchise Inventory: https://bluestarfranchise.com/franchise Is franchising right for you? Check this out