01573cam a2200289 a 45000010009000000050017000090080041000260100015000670200031000820200028001130400023001410820023001641000035001872450117002222600053003393000037003925000024004295050479004536500043009326500051009756500024010266530025010506550024010759420023010999990017011229520144011391727544620141210110103.0120427t2012    xxua   fr     001 0 eng d  a2012017102  a9780071791847 (alk. paper)  a0071791841 (alk. paper)  aDLCcDLCdEG-ScBUE00a332.10688222bSAL1 aSalmon, Michael,d1956-93684510aWinning more business in financial services :bhow to score big with referrals and networking /cMichael Salmon.  aNew York, United States :bMcGraw-Hill,cc.2012.  axiii, 224 p. :btables ;c24 cm.  aIndex : p. 219-224.0 aSetting objectives and preparing your strategy-Building your network of essential partners-Ask for introductions and getting what you want-Doing the proper due diligence to make a great impression on referrals-Speaking with referrals in a way that tilts the scale in your favor-Making centers of influence become better referral sources-Thriving in changing times-Improving your efficiency and effectiveness-Dealing with the what if's ?-Creating a referral network for life. 0aInvestment advisorsxMarketing.936846 0aFinancial services industryxMarketing.936847 0aBusiness referrals.  bBUSADMcDecember2014  vreading book934232  2ddck332.10688 SAL  c18742d18714  00102ddc40708BaccahaMAINbMAINc1STd2014-12-10epurchaseg182.00h20677l0o332.10688 SALp000037136r2026-04-21 00:00:00v227.50yBB