TY  - BOOK
AU  - Salmon,Michael
TI  - Winning more business in financial services: how to score big with referrals and networking 
SN  - 9780071791847 (alk. paper)
AV  - HG4621 .S25 2012
U1  - 332.10688 23
PY  - 2012///
CY  - New York
PB  - McGraw-Hill
KW  - Investment advisors
KW  - Marketing
KW  - Financial services industry
KW  - Business referrals
N1  - Includes index; Setting objectives and preparing your strategy -- Building your network of essential partners -- Ask for introductions and getting what you want -- Doing the proper due diligence to make a great impression on referrals -- Speaking with referrals in a way that tilts the scale in your favor -- Making centers of influence become better referral sources -- Thriving in changing times -- Improving your efficiency and effectiveness -- Dealing with the what if's? -- Creating a referral network for life
N2  - Offers advice on business networking, including how to develop new relationships, how to improve client acquisition results, and how best to track progress
ER  -