In the pre-pandemic era, referrals  led to immediate calls, but in the post-pandemic landscape, things have shifted. Referrals now prompt online credibility checks, emphasising 'know, like, and trust.' As people turn to the internet for information, a lack of online presence can deter engagement. This has transformed the way we engage in conversations, focusing on needs analysis and solutions through Q&A, no longer seen as pushy sales but an essential part of our business.