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INTRODUCTION: Relationships Are Our Most
Important Asset
CHAPTER 1 People Do Business with
People They Know
CHAPTER 2 The Barriers to Maintaining Relationships
CHAPTER 3 Setting the Baseline: Understanding
Your Goals
CHAPTER 4 The CAPITAL Strategy for Managing
Your Relationships
CHAPTER 5 Consistent Execution: Setting up the Right
Habits So You Can Play the Long Game
CHAPTER 6 Aggregate: Building Your Sphere
CHAPTER 7 Prioritize: Highlighting Those in Your
Network Who Can Help
CHAPTER 8 Investigate: Collecting Intelligence on the
People Who Are Most Important to You
CHAPTER 9 Timely Engagement: Building a Rhythm
to Your Follow-Up
CHAPTER 10 Add Value, Part 1: Doing Meaningful
Actions
CHAPTER 11 Add Value, Part 2: Offering More
Through Connection
CHAPTER 12 Leverage: Executing More Efficiently
CHAPTER 13 Getting Results
CHAPTER 14 How It Works in the Real World
Conclusion
Acknowledgments
Appendices
APPENDIX A: Tools
APPENDIX B: Sample Buckets
APPENDIX C: Message Templates
APPENDIX D: Reading List
Notes
Index
