INDEX

Accountability, 90–91, 208–209

Acknowledging clients, 142, 143–149

purpose of, 144

rules for, 145

specific actions and character traits in, 146–149

Action

as key to gaining referrals, 21–22

taking in spite of fears, 94

Activity, role in improving performance, 19–20

Adding value, 40–42, 45, 47, 67–68, 101, 138–139

Advertising, leveraging good relationships versus, 7

Advice from clients

Ask the Expert approach, 162–168, 177, 183

in coaching referral sources, 172–176

in keeping control of referral process, 69, 143, 176–178

on specific referrals, 162–168, 177, 183

Advisory team, 206–210

Agendas, 67, 127–132

advantages of, 128

importance of, 127

sample agenda for initial meeting, 131–132

script, 132

tips, 129–131

Aggressiveness, 88

Aladdin Factor, ...

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