Making Rain

Introduction: Learning to Make Rain All of the Time.
PART I: BREAKING THROUGH AS AN EXPERT.
The Loyalty Equation: Three Factors That Determine Your Client'sLoyalty.
Are You an Extraordinary Advisor?
Breakthrough Strategies for Experts.
Building Trust in the First Ten Minutes.
More Important than Your 401(k): Building Your RelationshipCapital.
Benjamin Franklin's Secret Weapon.
Why a Client Might Like You.
The Myth of Meeting Client Expectations.
Leonardo da Vinci: Why Lutes and Madonnas Matter.
Finding the Hidden Creases: Influencing Your Clients.
Part One Summary: Are You Breaking Through as an Expert?
PART II: MOVING INTO THE INNER CIRCLE.
I Love My Guru...and Other Client Pitfalls.
The Relationship Masters.
The Doubting Mind.
The Deep Generalist and the Branded Expert.
How to Identify Client Needs.
The Power of Size: Developing Large, Multi-Year ClientRelationships.
The Right Foot: Four Ways to Start a Relationship and PositionIt for the Long Term.
Five Ways to Grow Your Client Relationships.
Are Clients Meeting Your Expectations?
Part Two Summary: Are You Moving into the Inner Circle?
PART III: SUSTAINING RELATIONSHIPS YEAR AFTER YEAR.
Sustaining and Multiplying.
Merlin: Working a Little Magic with Your Clients.
Five Steps to New Business with Old Clients.
The Rothschild Bankers: The Power of Unique Capabilities.
Cultivating the Attitude of Independent Wealth.
Managing Client Relationships during Uncertain Times.
Developing Relationships with Foreign Clients: Try Not to CommitThese Gaffes.
Becoming a Firm That Makes Rain: How Great Organizations BuildClients for Life.
Part Three Summary: Are You Sustaining Your Relationships Yearafter Year?
PART V: GETTING STARTED: A SELF-ASSESSMENT.
Do You Have the Ability to Make Rain? Two Assessment Tools forIndividuals and Organizations.
A Pantheon of Client Advisors.
Notes.
Index.