Winning more business in financial services : how to score big with referrals and networking / Michael Salmon.

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.

Offers advice on business networking, including how to develop new relationships, how to improve client acquisition results, and how best to track progress