Networking with the Affluent and Their Advisors

by STANLEY THOMAS J.

ISBN13: 9781556238918

ISBN10: 1556238916

Format: Hardcover

Pub. Date: 1993-04-01

Publisher(s): Lightning Source Inc

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Summary

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.

Introduction	p. 1
What Is Networking?	p. 1
The Eight Faces of Networking	p. 3
The Talent Scout	p. 4
The Revenue Enhancer	p. 5
The Advocate	p. 7
The Mentor	p. 10
The Publicist	p. 13
The Family Advisor	p. 15
The Purchasing Agent	p. 15
The Loan Broker	p. 17
The Talent Scout	p. 21
Nelson Paramus Is a Supplier of Talent	p. 21
The Anatomy of Wealth	p. 22
Synergy within the Client Base	p. 23
Nelson's Network	p. 24
Endorsed by a Leader	p. 27
The Need of the Affluent	p. 28
The Question of When	p. 29
Recruiting Influential Writers	p. 29
The Nelson Paramus Pro Forma Dialogue	p. 30
Scouting Public Relations Talent	p. 36
Influencing Influential Networkers	p. 42
Identifying Top Suppliers	p. 42
Multiple Sales	p. 46
Summary: Key Steps in Becoming a Talent Scout	p. 46
The Revenue Enhancer	p. 50
Father Fred Markets More than Construction Equipment	p. 50
An Information Conduit and Revenue Enhancer	p. 51
What Do Fund Raisers Really Need?	p. 53
Enhance the Revenue of Clients and Their Children	p. 62
Build a Network of Networks	p. 63
Not in Father's Footsteps	p. 66
An Independent Study	p. 67
This Author's Suppliers/Revenue Enhancers	p. 68
A Provocative Message to a Supplier	p. 70
Beyond the Core	p. 73
A Letter to an Apostle	p. 76
Inoculate Your Clients against Competitors	p. 77
A Letter from Number One	p. 77
The Advocate	p. 79
An Example of Doing More: The Letter of Letters	p. 79
Dr. J. Conrad Peterbaum Is an Advocate of More than Fillings and Extractions	p. 82
Explaining Dr. Peterbaum's Success	p. 83
Implications for Followers of Dr. Peterbaum	p. 86
The Important Concerns of Affinity Groups	p. 87
Seeds of Support	p. 88
The Advocate's Evidence	p. 91
An Interview with an Advocate in the Making	p. 92
But Are They Your Advocates?	p. 97
Be an Advocate for a Better World	p. 97
An Ecologically Sensitive Sales Professional	p. 103
Test Time: Are You an Advocate of Clients?	p. 104
Multiple-Choice Exam--Circle the Correct Answer(s)	p. 104
Few Are Advocates	p. 106
The Pro Forma Answer from an Advocate	p. 107
Only Part-Time Networkers and Advocates	p. 111
A Published Letter from an Advocate	p. 112
The Probability of Being Published	p. 116
Why So Few Advocates?	p. 117
The Mentor	p. 119
Networking via the "Teach Them to Fish" Method	p. 119
The Indirect Approach Produces Excellent Results	p. 119
Synergy in Selling	p. 121
Intrafranchise Referrals	p. 122
A Mentor to Doctors, Deans, and Editors	p. 123
Finding and Prospecting Capital Ships and Convoys	p. 125
Questions Often Asked	p. 126
Mr. Richard: A Target and Networker of Networks	p. 126
Mr. Richard Develops an Influence Network	p. 129
An Interview with the Creator of the Influence "Wolfe" Pack	p. 131
Mr. Todd Penetrates Influence Networks	p. 135
Inside the CPA Network	p. 136
Buyers/Sellers of Businesses	p. 137
Mr. Todd Does Not Have Macho Needs	p. 139
Mr. Todd's Topics	p. 139
Mr. Todd Reads the Trades	p. 141
A Single Source?	p. 145
Tim Goodnow Is a Mentor to Affluent Aliens	p. 146
Great Scott Is a Master Mentor	p. 147
Help the Noblest Causes Fish for Affluent Donors	p. 148
Networking at a Higher Level	p. 149
Proactivity at a Higher Level	p. 152
The Other Side of Euphoria	p. 154
Share Your Interest at a Higher Level	p. 154
A Mentor for Noble Causes	p. 155
Timing, Relating, Targeting, and Prospecting for Noble Causes	p. 157
The Publicists	p. 169
First Promote Significant Others	p. 169
Enhancing the Image of Opinion Leaders	p. 170
A Rationale for a Turndown	p. 171
A Moonlighting Ghost	p. 173
Recruiting Ms. P. R. Writer	p. 174
A Dramatic Impact	p. 175
Endorse Only Quality Professionals	p. 176
The Question of Money	p. 176
Implications for Susan	p. 177
Susan, Go beyond CPAs	p. 177
Creating an Influence Network from Ground Zero	p. 178
Publicity First, Accounting Second: A Letter to a Struggling CPA	p. 181
The Family Advisor	p. 190
On Becoming a Family Advisor to the Affluent	p. 190
A Product-Oriented Message	p. 193
A Market-Oriented Message	p. 195
Re: Limo Driver and Family Advisor	p. 198
The Purchasing Agent	p. 201
The Ace of Aces of Networking	p. 201
On Becoming a Networker	p. 202
Offerings beyond the Core	p. 203
The Purchasing Agent	p. 205
The Revenue Enhancer	p. 211
The Loan Broker	p. 216
The Talent Scout	p. 219
The Publicist	p. 221
The Mentor	p. 224
The Advocate	p. 225
The Family Advisor	p. 227
The Rules of Networking	p. 230
Endnote	p. 237
The Loan Broker	p. 238
The Need for Credit	p. 238
Pro Forma Networking Dialogue	p. 240
The How-To's of Becoming a Loan Broker	p. 243
Mr. P. W. Charles	p. 248
Index	p. 251
Table of Contents provided by Syndetics. All Rights Reserved.

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Networking with the Affluent and Their Advisors

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