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Table of Contents
1 Cover
2 Preface Networking, Like Boxing, Is about the Connection Jumping Rope, the Heavy Bag, and Roadwork Networking Is Your Knockout Punch! Bottom Line!
3 Part 1: Opening Rounds CHAPTER 1: Networking Is the Key to a Successful Career Why Financial Advisors Should Network Top Producers Should Network Too Why Financial Advisors Don't Network CHAPTER 2: What Is Networking? Six Reasons for Networking Why Understanding the Six Reasons for Networking Is Important What Is Networking Anyway? CHAPTER 3: Why You Won't Connect with Everyone One‐Thirder Dynamic Two‐Thirder Dynamic Focus on the One‐Thirders! Zero‐Thirder Dynamic Mirror Image Sometimes You Can Reduce the Fraction
4 Part 2: The Rules of Networking™ CHAPTER 4: No Selling Ever The Cost of Selling at a Networking Event Trade Shows: An Exception to the Rule CHAPTER 5: Everyone Is Not a Prospect What Is a Prospect Anyway? True and Probable Referral Sources Natural Market Prospecting Is Important! CHAPTER 6: Focus on a Target Market How I Discovered My Target Market Do You Have the Right Formula? How to Discover, Establish, and Develop Your Target Market Why Advisors Resist Having a Target Market Remember, Stay Focused! CHAPTER 7: Create (and Use!) Your Elevator Speech Profession Expertise Environments Call to Action The Rules of the PEEC Statement Sample PEEC Statements CHAPTER 8: Business Cards Breed Business Have Your Business Cards and Other Tools of the Trade It Is Never About You Always Be Positive, Professional, and Respectful Look the Part Know about Contacts, Leads, and Referrals Count Your Chickens and Eggs Eat and Drink Strategically Initiate Conversations by Introducing Yourself and Asking Questions Have a Goal and a Plan Listen More, Talk Less Keep Your Eyes Focused on Your Conversation Introduce Others with Passion Implement a Time Limit Intend to Follow Up Terminate Conversations Politely It's a We Thing, Not a Me Thing Get to Know: The Know, Like, and Trust Factor Have Fun!
5 Part 3: Where to Go, What to Say, and Who to Meet CHAPTER 9: Where to Go? Not All Events Are Created Equal Hard Contact Meetings Soft Contact Meetings You Can't Just Show Up CHAPTER 10: What to Say? What Prevents Us from Listening? Four‐Step Process for Active Listening Initiate Conversations by Introducing Yourself and Asking Questions