Salmon, Michael,  1956- <br/><br/>
Winning More Business in Financial Services :  How to Score Big with Referrals and Networking / 
Michael Salmon. 
 - New York :  McGraw-Hill,  c2012. 
 - xiii, 224 p. :  ill. ;  24 cm. 
<br/><br/> Includes index. 
<br/><br/>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. 
<br/><br/><label>ISBN: </label>9780071791847 (alk. paper) 0071791841 (alk. paper) 
<br/><br/><label>LCCN: </label>2012017102 
<br/><br/><label>Subjects--Topical Terms: </label><br/>Investment advisors--Marketing.<br/>Financial services industry--Marketing.<br/>Business referrals.
<br/><br/><label>LC Class. No.: </label>HG4621  / .S25 2012 
<br/><br/><label>Dewey Class. No.: </label>332.10688  / SAL