Working by referral is all about trust. Relationships are more important than transactions. Many agents in the marketplace take a transactional approach when it comes to sales. What does that mean exactly? It means they will identify a client, close the deal and then move on to the next one. At Locke Associates, we choose not to work that way because we want to build relationships with our clients. We believe the client deserves more from the professional that they decide to work with.