An introduction can produce a first sale, while renewal depends on useful work and a continuing need. If Lian Zhen Hua Lu relates to the Friends Palace, examine the referral channel. If the Career Palace is involved, examine service capacity. Use the Wealth Palace to frame billing and payment cycles. Track new agreements, completed work, and renewals separately before calling a relationship a lasting source of income.
Count new agreements, completed services, renewals, and days to payment separately. A warm referral is not recurring revenue. Use the chart to locate where the business process needs attention, then check the actual contract and retention record.