Relationship development. After all, who wants to work with someone for whom you have no affinity. You don't always have that luxury, of course, and your job is not to become "friends" with your clients. However, a positive relationship with others will result in positive and relevant referrals. Join organizations where you have something important in common. It might be the Chamber of Commerce or Rotary or any other number of organizations where you will meet people who have a similar outlook or goals in life. Developing positive relationships with these people will make you an obvious choice for recommendations from them and for those people they know and influence.