One of the best ways to grow your sales is to acquire new customers. But that is no easy feat, UNLESS you can get your referral pipeline filled up. 

Chet Holmes, sales and marketing guru and author of "The Ultimate Sales Machine", is famous for saying, "Experts will get three times more referrals as salespeople."


So, how do you become an expert?

Start Reading Some Books

If you want to become an expert in your field, this is a great place to start. Most of your competitors aren’t spending time outside of work training or reading books, so this gives you a level up. 

Go to and find 10 of the top rated books in your field. Buy them and read one per month. In less than one year, you will be more knowledgeable than 98% of the other people in your field. 

If you don’t like to read, you can listen to books on audible ( Start becoming an expert while you're stuck in traffic!

Get out of your Comfort Zone

One of the best ways to learn new material is to get a little uncomfortable. Studies show that when you are in a new place, your brain is more apt to learn and retain new information. So go somewhere you’ve never been before and try to learn something new. 


If you’ve ever tried to do a presentation or teach a class, you probably know first-hand that the best way to become an expert is to teach. 

What is an easy way to get started teaching?

  • Write an article or short blog post
  • Record a short video
  • Find a friend and teach them something over coffee


Are you working on becoming an expert in your field? 

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Brad Telker
Vice President of Commercial Sales at cfm Distributors, Inc.

Brad joined the cfm team in 2006, and now as the Vice President of Commercial Sales, he focuses on business development, as well as helping contractors and engineers find creative and unique solutions to any size HVAC project. When he’s not at work, Brad enjoys photography, running and spending time with his family.