What is included with this book?
Introduction | p. 1 |
What Is Networking? | p. 1 |
The Eight Faces of Networking | p. 3 |
The Talent Scout | p. 4 |
The Revenue Enhancer | p. 5 |
The Advocate | p. 7 |
The Mentor | p. 10 |
The Publicist | p. 13 |
The Family Advisor | p. 15 |
The Purchasing Agent | p. 15 |
The Loan Broker | p. 17 |
The Talent Scout | p. 21 |
Nelson Paramus Is a Supplier of Talent | p. 21 |
The Anatomy of Wealth | p. 22 |
Synergy within the Client Base | p. 23 |
Nelson's Network | p. 24 |
Endorsed by a Leader | p. 27 |
The Need of the Affluent | p. 28 |
The Question of When | p. 29 |
Recruiting Influential Writers | p. 29 |
The Nelson Paramus Pro Forma Dialogue | p. 30 |
Scouting Public Relations Talent | p. 36 |
Influencing Influential Networkers | p. 42 |
Identifying Top Suppliers | p. 42 |
Multiple Sales | p. 46 |
Summary: Key Steps in Becoming a Talent Scout | p. 46 |
The Revenue Enhancer | p. 50 |
Father Fred Markets More than Construction Equipment | p. 50 |
An Information Conduit and Revenue Enhancer | p. 51 |
What Do Fund Raisers Really Need? | p. 53 |
Enhance the Revenue of Clients and Their Children | p. 62 |
Build a Network of Networks | p. 63 |
Not in Father's Footsteps | p. 66 |
An Independent Study | p. 67 |
This Author's Suppliers/Revenue Enhancers | p. 68 |
A Provocative Message to a Supplier | p. 70 |
Beyond the Core | p. 73 |
A Letter to an Apostle | p. 76 |
Inoculate Your Clients against Competitors | p. 77 |
A Letter from Number One | p. 77 |
The Advocate | p. 79 |
An Example of Doing More: The Letter of Letters | p. 79 |
Dr. J. Conrad Peterbaum Is an Advocate of More than Fillings and Extractions | p. 82 |
Explaining Dr. Peterbaum's Success | p. 83 |
Implications for Followers of Dr. Peterbaum | p. 86 |
The Important Concerns of Affinity Groups | p. 87 |
Seeds of Support | p. 88 |
The Advocate's Evidence | p. 91 |
An Interview with an Advocate in the Making | p. 92 |
But Are They Your Advocates? | p. 97 |
Be an Advocate for a Better World | p. 97 |
An Ecologically Sensitive Sales Professional | p. 103 |
Test Time: Are You an Advocate of Clients? | p. 104 |
Multiple-Choice Exam--Circle the Correct Answer(s) | p. 104 |
Few Are Advocates | p. 106 |
The Pro Forma Answer from an Advocate | p. 107 |
Only Part-Time Networkers and Advocates | p. 111 |
A Published Letter from an Advocate | p. 112 |
The Probability of Being Published | p. 116 |
Why So Few Advocates? | p. 117 |
The Mentor | p. 119 |
Networking via the "Teach Them to Fish" Method | p. 119 |
The Indirect Approach Produces Excellent Results | p. 119 |
Synergy in Selling | p. 121 |
Intrafranchise Referrals | p. 122 |
A Mentor to Doctors, Deans, and Editors | p. 123 |
Finding and Prospecting Capital Ships and Convoys | p. 125 |
Questions Often Asked | p. 126 |
Mr. Richard: A Target and Networker of Networks | p. 126 |
Mr. Richard Develops an Influence Network | p. 129 |
An Interview with the Creator of the Influence "Wolfe" Pack | p. 131 |
Mr. Todd Penetrates Influence Networks | p. 135 |
Inside the CPA Network | p. 136 |
Buyers/Sellers of Businesses | p. 137 |
Mr. Todd Does Not Have Macho Needs | p. 139 |
Mr. Todd's Topics | p. 139 |
Mr. Todd Reads the Trades | p. 141 |
A Single Source? | p. 145 |
Tim Goodnow Is a Mentor to Affluent Aliens | p. 146 |
Great Scott Is a Master Mentor | p. 147 |
Help the Noblest Causes Fish for Affluent Donors | p. 148 |
Networking at a Higher Level | p. 149 |
Proactivity at a Higher Level | p. 152 |
The Other Side of Euphoria | p. 154 |
Share Your Interest at a Higher Level | p. 154 |
A Mentor for Noble Causes | p. 155 |
Timing, Relating, Targeting, and Prospecting for Noble Causes | p. 157 |
The Publicists | p. 169 |
First Promote Significant Others | p. 169 |
Enhancing the Image of Opinion Leaders | p. 170 |
A Rationale for a Turndown | p. 171 |
A Moonlighting Ghost | p. 173 |
Recruiting Ms. P. R. Writer | p. 174 |
A Dramatic Impact | p. 175 |
Endorse Only Quality Professionals | p. 176 |
The Question of Money | p. 176 |
Implications for Susan | p. 177 |
Susan, Go beyond CPAs | p. 177 |
Creating an Influence Network from Ground Zero | p. 178 |
Publicity First, Accounting Second: A Letter to a Struggling CPA | p. 181 |
The Family Advisor | p. 190 |
On Becoming a Family Advisor to the Affluent | p. 190 |
A Product-Oriented Message | p. 193 |
A Market-Oriented Message | p. 195 |
Re: Limo Driver and Family Advisor | p. 198 |
The Purchasing Agent | p. 201 |
The Ace of Aces of Networking | p. 201 |
On Becoming a Networker | p. 202 |
Offerings beyond the Core | p. 203 |
The Purchasing Agent | p. 205 |
The Revenue Enhancer | p. 211 |
The Loan Broker | p. 216 |
The Talent Scout | p. 219 |
The Publicist | p. 221 |
The Mentor | p. 224 |
The Advocate | p. 225 |
The Family Advisor | p. 227 |
The Rules of Networking | p. 230 |
Endnote | p. 237 |
The Loan Broker | p. 238 |
The Need for Credit | p. 238 |
Pro Forma Networking Dialogue | p. 240 |
The How-To's of Becoming a Loan Broker | p. 243 |
Mr. P. W. Charles | p. 248 |
Index | p. 251 |
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