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Beyond Referrals: How to Use the Perpetual Revenue System to Convert Referrals into High-Value Clients by Bill Cates

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INDEX

Please note that index links point to page beginnings from the print edition. Locations are approximate in e-readers, and you may need to page down one or more times after clicking a link to get to the indexed material.

Abandoned customers, 62–63

Accelerators, 182, 183

Accountability, 140, 231

Action triggers, 44–45

Actionable referrals, 83

Added value:

and client-service promise, 24–25

in courtship of prospects, 154

with free gifts, 34–35

for orphan accounts, 62

as purpose of appointments, 20

in relationships with prospects, 159–160

and trust building, 169–170

on website landing pages, 95

when following up with prospects, 157

Adobe Connect, 97

Advisor-centered approach, to asking for referrals, 45

Advocacy (preferred status level), 12 ...

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