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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