Winning More Business in Financial Services

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McGraw Hill Professional, Jul 6, 2012 - Business & Economics - 224 pages
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Few financial professionals leverage the many referrals they receive on a daily basis, thus, missing out on one of their best opportunities for increasing profits and growth. Winning More Business in Financial Services is a step-by-step guide to thriving in an increasingly competitive business climate by optimizing existing relationships to meet people readers can't reach on their own and staging, framing, and following through on these referrals.
 

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Contents

Chapter 1 Setting Objectives and Preparing Your Strategy
1
Chapter 2 Building Your Network of Essential Partners
23
Chapter 3 Asking for Introductions and Getting What You Want
45
Chapter 4 Prepping to Make a Great Impression
73
Chapter 5 Speaking with Referrals in a Way That Tilts the Scales in Your Favor
93
Chapter 6 Making Centers of Influence Better Referral Sources
123
Chapter 7 Thriving in Changing Times
145
Chapter 8 Improving Your Efficiency and Effectiveness
167
Chapter 9 Dealing with the WhatIfs
193
Chapter 10 Creating a Referral Network for Life
211
Index
219
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About the author (2012)

Michael Salmon is an expert in the field. He has authored two books on his SuperNetworking platform. His company, M. Salmon & Associates, is recognized as one of the nations' foremost training, coaching and sales consulting firms working with Fortune 500 companies. Mr. Salmon currently coaches 25+ of the Barron's and Worth's top 1,000 Advisors and several Fortune 500 executives. He has appeared on FNC, CNN, Bloomberg, NBC and CBS and his comments have appeared in such national publications as USA Today, Investor's Business Daily, L.A. Times,and Entrepreneur Magazine. Mr. Salmon developed his SuperNetworking methodology over the course of his three decades of leadership improving sales, marketing, and management process for both publicly traded and privately held companies.

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