To answer your first question, essentially 25% to 30% of my new business every year comes from people I did not know on January 1.
All of my new clients come from referrals. I've been in business for twenty years, and I've built the business where I look after my clients to the best of my abilities. With that comes referrals. In terms of people, that represents about 20 to 25 new clients a year.