Knockout Networking for Financial Advisors and Other Sales Producers: More Prospects, More Referrals, More Business (Hardcover)

Preface

Introduction

Part 1: Opening Rounds

Chapter 1: Networking is the Key to a Successful Career (Especially in Financial Services)

Chapter 2: What is Networking? Having a Networking Mindset

Chapter 3: Why You Won’t Connect with Everyone: The One-Thirder Dynamic

Part 2: The Rules of Networking

Chapter 4: No Selling Ever: Keep Bobbing and Weaving

Chapter 5: Everyone is NOT a Prospect: Don’t Waste Your Punches

Chapter 6: Focus on a Target Market: Hit Those Focus Mitts

Chapter 7: Create (and Use!) Your Elevator Speech: The PEEC Statement

Chapter 8: Business Cards Breed Business and Other Rules of Networking

Part 3: Where to Go, What to Say, and Who to Meet

Chapter 9 – Where to Go? Chambers, Associations, and Other High-Potential Events

Chapter 10 - What to Say? How to Start a Conversation, Ask Good Questions, and Connect

Chapter 11 – Who Will You Meet? The Faces of Networking

Part 4: Special Topics

Chapter 12 - How to Handle Awkward Situations: Forgetting Names and Other Weird Moments

Chapter 13 - Knock Out LinkedIn Strategies - Boom!

Chapter 14 –Generating More Referrals: Why Don’t You Get More?

Chapter 15 - One on One Networking Meetings: How to PUNCH Up Your Time Over Coffee

Part 5: Developing and Implementing Your Networking System

Chapter 16: The Four Phases of Networking: Preparation, Presentation, Follow Up, Maintenance

Chapter 17 - What Now? 90-Day Goals - Putting Your “Daily Fight Plan” into Action

Acknowledgments

About the Author(s)

Index