Networking With the Affluent and Their Advisors

Networking With the Affluent and Their Advisors

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Stanley, Thomas J. Business One Irwin, 1993
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IN THIS SUMMARY

A method for reaching the affluent through their affinity groups. Endorsements are gained for reasons that go beyond the basic product or service the networker offers. High performance networkers do extraordinary things and provide help before asking prospects to become clients. High caliber networkers focus their efforts, targeting those who will give the greatest return. Using case examples, Stanley shows how to effectively network to increase client base and sales. The networker must be proactive. He or she must focus on becoming an expert in finding good credit sources. Good records of these sources and their track records must be kept so that these creditors can be rewarded with an increasing number of referrals. The networker must act and think like the head of a trade association with many "members" and must also be competitive and street smart.