MARC Record from Library of Congress

LEADER: 01320cam a22002534a 4500
001 2011029501
003 DLC
005 20120904080133.0
008 110715s2012 nyu b 001 0 eng
010 $a 2011029501
020 $a9780071782876 (alk. paper)
020 $a0071782877 (alk. paper)
040 $aDLC$cDLC$dDLC
042 $apcc
050 00 $aHF5438.25$b.A5217 2012
082 00 $a658.8$223
100 1 $aAnderson, Matt.
245 10 $aFearless referrals :$bboost your confidence, break down doors, build a powerful client list /$cby Matt Anderson.
250 $a1st ed.
260 $aNew York :$bMcGraw-Hill,$cc2012.
300 $axx, 232 p. ;$c23 cm.
504 $aIncludes bibliographical references (p. 213-221) and index.
505 0 $aThe fearless referral fundamentals -- Earning the fearless referral -- Becoming fearless -- Fearless referral asking -- Fearless referral-getting strategies -- The 6 steps of a fearless referral conversation -- Follow the 6 steps to a fearless referral conversation -- Use step 1: acknowledge your client -- Use step 2: get positive feedback -- Use step 3: why you must get specific -- Use step 4: reduce their resistance -- Use step 5: coach your client to warm up the referral -- Use step 6: keep control of the process -- Fearless follow-up.
650 0 $aBusiness referrals.