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Networking with the Affluent and Their Advisors - Thomas J. Stanley

Networking with the Affluent and Their Advisors

Hardcover Published: 1st March 1993
ISBN: 9781556238918
Number Of Pages: 276

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The top 1 percent of households in America account for nearly 40 percent of the wealth. This same affluent market is growing seven times faster than the household population in this country Thomas J. Stanley - author of Selling to the Affluent and Marketing to the Affluent - shows that, dollar for dollar, the most productive way to penetrate the affluent market is to network with its members, their advisors, and key members of their important affinity groups. Affluent individuals report that interpersonal, or "word of mouth," endorsements are the most influential in their decisions to patronize a variety of product and service providers. Networking with the Affluent and Their Advisors offers a proven method for reaching the affluent through their affinity groups and using that association to increase sales, billable hours, and client base. With numerous case examples, Thomas J. Stanley answers several important questions, including: . How did a young sales professional gain the endorsement of a multimillionaire who headed an important trade association? How did an accountant attract hundreds of affluent business owners as clients in spite of never making a single sales call? What commercial organizations can assist the sales professional in setting up an influence network? How did one sales professional propose to meet personally with 100 of the top business owners in his community? What provocative themes were used in two toprated trade journal articles written by extraordinary sales professionals who target the affluent? Imagine the impact on even an ordinary sales professional's revenue if he were endorsed by the president of a trade association composed of hundreds of millionaires.In fact, this type of endorsement was given at a trade conference. How did this endorsement come about? The dramatic shift in orientation from being an ordinary sales professional to being an extraordinary networker begins with targeting. Networking with the Affluent and

Introductionp. 1
What Is Networking?p. 1
The Eight Faces of Networkingp. 3
The Talent Scoutp. 4
The Revenue Enhancerp. 5
The Advocatep. 7
The Mentorp. 10
The Publicistp. 13
The Family Advisorp. 15
The Purchasing Agentp. 15
The Loan Brokerp. 17
The Talent Scoutp. 21
Nelson Paramus Is a Supplier of Talentp. 21
The Anatomy of Wealthp. 22
Synergy within the Client Basep. 23
Nelson's Networkp. 24
Endorsed by a Leaderp. 27
The Need of the Affluentp. 28
The Question of Whenp. 29
Recruiting Influential Writersp. 29
The Nelson Paramus Pro Forma Dialoguep. 30
Scouting Public Relations Talentp. 36
Influencing Influential Networkersp. 42
Identifying Top Suppliersp. 42
Multiple Salesp. 46
Summary: Key Steps in Becoming a Talent Scoutp. 46
The Revenue Enhancerp. 50
Father Fred Markets More than Construction Equipmentp. 50
An Information Conduit and Revenue Enhancerp. 51
What Do Fund Raisers Really Need?p. 53
Enhance the Revenue of Clients and Their Childrenp. 62
Build a Network of Networksp. 63
Not in Father's Footstepsp. 66
An Independent Studyp. 67
This Author's Suppliers/Revenue Enhancersp. 68
A Provocative Message to a Supplierp. 70
Beyond the Corep. 73
A Letter to an Apostlep. 76
Inoculate Your Clients against Competitorsp. 77
A Letter from Number Onep. 77
The Advocatep. 79
An Example of Doing More: The Letter of Lettersp. 79
Dr. J. Conrad Peterbaum Is an Advocate of More than Fillings and Extractionsp. 82
Explaining Dr. Peterbaum's Successp. 83
Implications for Followers of Dr. Peterbaump. 86
The Important Concerns of Affinity Groupsp. 87
Seeds of Supportp. 88
The Advocate's Evidencep. 91
An Interview with an Advocate in the Makingp. 92
But Are They Your Advocates?p. 97
Be an Advocate for a Better Worldp. 97
An Ecologically Sensitive Sales Professionalp. 103
Test Time: Are You an Advocate of Clients?p. 104
Multiple-Choice Exam--Circle the Correct Answer(s)p. 104
Few Are Advocatesp. 106
The Pro Forma Answer from an Advocatep. 107
Only Part-Time Networkers and Advocatesp. 111
A Published Letter from an Advocatep. 112
The Probability of Being Publishedp. 116
Why So Few Advocates?p. 117
The Mentorp. 119
Networking via the "Teach Them to Fish" Methodp. 119
The Indirect Approach Produces Excellent Resultsp. 119
Synergy in Sellingp. 121
Intrafranchise Referralsp. 122
A Mentor to Doctors, Deans, and Editorsp. 123
Finding and Prospecting Capital Ships and Convoysp. 125
Questions Often Askedp. 126
Mr. Richard: A Target and Networker of Networksp. 126
Mr. Richard Develops an Influence Networkp. 129
An Interview with the Creator of the Influence "Wolfe" Packp. 131
Mr. Todd Penetrates Influence Networksp. 135
Inside the CPA Networkp. 136
Buyers/Sellers of Businessesp. 137
Mr. Todd Does Not Have Macho Needsp. 139
Mr. Todd's Topicsp. 139
Mr. Todd Reads the Tradesp. 141
A Single Source?p. 145
Tim Goodnow Is a Mentor to Affluent Aliensp. 146
Great Scott Is a Master Mentorp. 147
Help the Noblest Causes Fish for Affluent Donorsp. 148
Networking at a Higher Levelp. 149
Proactivity at a Higher Levelp. 152
The Other Side of Euphoriap. 154
Share Your Interest at a Higher Levelp. 154
A Mentor for Noble Causesp. 155
Timing, Relating, Targeting, and Prospecting for Noble Causesp. 157
The Publicistsp. 169
First Promote Significant Othersp. 169
Enhancing the Image of Opinion Leadersp. 170
A Rationale for a Turndownp. 171
A Moonlighting Ghostp. 173
Recruiting Ms. P. R. Writerp. 174
A Dramatic Impactp. 175
Endorse Only Quality Professionalsp. 176
The Question of Moneyp. 176
Implications for Susanp. 177
Susan, Go beyond CPAsp. 177
Creating an Influence Network from Ground Zerop. 178
Publicity First, Accounting Second: A Letter to a Struggling CPAp. 181
The Family Advisorp. 190
On Becoming a Family Advisor to the Affluentp. 190
A Product-Oriented Messagep. 193
A Market-Oriented Messagep. 195
Re: Limo Driver and Family Advisorp. 198
The Purchasing Agentp. 201
The Ace of Aces of Networkingp. 201
On Becoming a Networkerp. 202
Offerings beyond the Corep. 203
The Purchasing Agentp. 205
The Revenue Enhancerp. 211
The Loan Brokerp. 216
The Talent Scoutp. 219
The Publicistp. 221
The Mentorp. 224
The Advocatep. 225
The Family Advisorp. 227
The Rules of Networkingp. 230
Endnotep. 237
The Loan Brokerp. 238
The Need for Creditp. 238
Pro Forma Networking Dialoguep. 240
The How-To's of Becoming a Loan Brokerp. 243
Mr. P. W. Charlesp. 248
Indexp. 251
Table of Contents provided by Syndetics. All Rights Reserved.

ISBN: 9781556238918
ISBN-10: 1556238916
Audience: Professional
Format: Hardcover
Language: English
Number Of Pages: 276
Published: 1st March 1993
Publisher: McGraw-Hill Education - Europe
Country of Publication: US
Dimensions (cm): 22.9 x 15.2  x 1.9
Weight (kg): 0.6

Earn 146 Qantas Points
on this Book