Million Dollar Referrals: The Secrets to

Build a million-dollar business out of untapped referrals! Alan Weiss has taught thousands of people how to put their expertise to work through consulting, speaking, and coaching. Now, in Million Dollar Referrals, he takes it to the next level, giving you the tools to leverage relationships with current clientsand grow your business exponentially. Million Dollar Referralsreveals Alan Weiss's powerful system for cultivating relationships and generating more business than you ever thought possible. Learn how to: Build sincere, trusting relationships with current and past clients Tailor your referral requests to the personality of the client Identify opportunities to communicate the value of your services Stay in touch throughout the yearwith everyone Build a repository of references, testimonials, and other referrals in writing (or on video)

Alan Weiss, Ph.D., founder of the Summit Consulting Group, Inc., is the recipient of the Lifetime Achievement Award of the American Press Institute and an inductee into the Professional Speaking Hall of Fame. He has also been named a Fellow of the Institute of Management Consultants. Weiss has written more than 500 articles and 40 books, which have been translated into nine languages, including his bestseller, Million Dollar Consulting. He lives in East Greenwich, RI.

Preface	p. xi
Acknowledgments	p. xi
About The Author	p. xii
Business Relationships are A Process, not an Event	p. 1
How To Create Long-Term Clients And Customers
The Characteristics of a Relationship Business	p. 1
Initial Language and Behaviors to Stimulate Leverage	p. 5
The Criteria for High-Potential, Long-Term Clients	p. 10
The 10 Critical Dos and Don'ts	p. 14
The Best Positioning for You	p. 19
The Annuity Factor	p. 25
I Will Still Love You In The Morning
Creating a Million Dollar Consulting“ Accelerant Curve	p. 25
Adjusting to the Styles of Buyers	p. 29
Why and When Perceptions of Value Follow Higher Fees	p. 33
The Client Potential Bell Curve	p. 37
Allowing the Buyer to Buy (More and More)	p. 42
Expanded Business	p. 47
Why More, Not Less, Is Better For The Client
Why No Good Deed (Project) Should Go Unrewarded (Expanded)	p. 47
"If You Think This Is Good": Demonstrating Leverage	p. 51
Moving Up, Down, Inside, Outside, and All Around	p. 56
Language Template	p. 60
When You Hit the Ceiling, and How to Go Through It	p. 64
The Platinum Standard	p. 69
Asking For Referrals Is Doing Three People A Favor
The Mentality of Value, Not Sales	p. 69
Positioning the Request and Following Up	p. 73
Priming the Pump (Not Taking No for an Answer)	p. 77
Approaching the Third Party Irresistibly	p. 82
How to Reward and Stimulate Referral Sources	p. 86
Institutionalizing Your Presence	p. 91
How Dogs Set The Standard For Being Invited In And Never Leaving
Joining Internal Groups	p. 91
Providing Extra Value (without Losing Your Shirt)	p. 95
Creating Lateral Contacts	p. 99
Sharing Ownership of Intellectual Property	p. 103
Demonstrating Unique Value (Sole Source Soul)	p. 106
Interlude My Greatest Referral	p. 111
The Cult Of Ceyk (Call Everyone You Know)	p. 131
Careful Where You Step; You're Crushing Referrals
Untapped Referral Sources Around You	p. 131
Creating "Soft" Referral Requests	p. 135
Using Social and Civic Mechanisms	p. 140
Language Template	p. 144
If and When to Pay Referral Fees	p. 148
Referral Ammunition	p. 153
Assembling Testimonials, Endorsements, And Love Letters
Ask Earlier than You Would Think	p. 153
Using Technology to Exponentially Improve Impact	p. 157
Coauthoring, Coproducing, and Cooperating	p. 160
Language Template	p. 165
Keeping Current while Showing Consistency	p. 170
You Can Go Home Again-Revisiting Past Clients	p. 175
Aren't You...?
Maintaining Contacts	p. 175
Tracking Key People	p. 179
Creating Communities	p. 187
Utilizing Past Clients in Current Promotions	p. 192
The Diamond Standard	p. 197
Creating Retainers And Evergreen Clients
Converting to "Access to Your Smarts"	p. 197
Guilt-Free Relationships when People Rarely Need You	p. 201
The Picasso Rule: You Know Where to Put the Paint	p. 205
Price Guidelines for Retainers	p. 209
Retainers for Life (AKA "the Vault")	p. 213
The Kaleidoscope	p. 217
The Discipline And Focus For Permanent Referrals
Referrals from Colleagues	p. 217
Weekly Routines	p. 221
Providing Referrals for Reciprocity	p. 226
The Referral Referral (No Kidding)	p. 230
Referrals while You Sleep	p. 234
Appendix Electronic, on my site, updated regularly
Questions to Ask
Rebuttals to Resistance
Weekly Discipline Techniques
How to Stimulate More Referrals
Index	p. 239
Table of Contents provided by Ingram. All Rights Reserved.

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Million Dollar Referrals: The Secrets to Building a Perpetual Client List to Generate a Seven-Figure Income

Summary

Author Biography

Table of Contents

Supplemental Materials