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

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INDEX

Abundance mentality, adopting an, 11

Accelerant Curve, 25–29, 185, 213–215

Ad hoc committees, serving on, 94

Advisory boards, 194–195

“Aladdin Factor,” 112

Alan’s Forums, 190

Alan’s Friday Wrap™, 180

Alan’s Monday Morning Memo®, 180

Amazon.com, 218

Announcements, rehearsing major, 200

Annuity factor, 41

“Apathetics,” 39

“App” approach, 191

Arbitrary alternatives, 44–46

Arthur Andersen, 173

Asking for referrals, 5, 69–89, 154, 233

and approaching the referral prospect, 82–86

and asking early, 153–157

from existing clients, 6–7

language for, 62–64

and mentality of value, 69–73

from new clients, 6

and not taking no for an answer, 77–81

and overcoming resistance, 63–64

from past clients, 7–8

and raising the issue, 61–62

and rewarding referral ...

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