Networking with the Affluent and their Advisors
Published on 1. October 2020
280 pages
978-0-7953-2596-0 (ISBN)
Description
The
New York Timesbestselling author of
The Millionaire Next Doorreveals the secrets and strategies for building a network of wealthy clients.
In
Networking with the Affluent, business theorist Thomas J. Stanley shares effective tactics for developing relationships with wealthy individuals-as well as their advisors-and generating new business among this highly exclusive target market. Dr. Stanley provides a proven road map for building trust, securing interest, and forging profitable relationships with wealthy audiences-including tactics for boosting your credibility and assuring continued loyalty among wealthy customers.
Networking with the Affluentcovers:
- Cracking affluent groups
- Influencing opinion leaders of the affluent
- Gaining high-caliber endorsements
- Leveraging your contacts
All prices
More details
Other editions
Additional editions
Thomas Stanley
Networking With the Affluent
Book
10/1997
McGraw-Hill Professional
€25.30
Article not available at the moment
Person
Thomas J. Stanley is regarded as America's foremost authority and researcher of the affluent in the United States and has authored several well-regarded, award winning books on the subject. He is the author of The Millionaire Next Door as well as The Millionaire Mind. In total, these books spent more than 170 weeks on the New York Times Best Seller list. His title The Millionaire Next Door was selected as a finalist for the business book of the year by the Independent Publishers Association and was on several business best seller lists. In total, over three million copies of Dr. Stanley's books have been sold worldwide.
Content
- Intro
- Title Page
- Copyright
- Dedication
- PREFACE
- ACKNOWLEDGMENTS
- Contents
- 1: INTRODUCTION
- What Is Networking?
- The Eight Faces of Networking
- Face One: The Talent Scout
- Face Two: The Revenue Enhancer
- Face Three: The Advocate
- Face Four: The Mentor
- Face Five: The Publicist
- Face Six: The Family Advisor
- Face Seven: The Purchasing Agent
- Face Eight: The Loan Broker
- 2: THE TALENT SCOUT
- Nelson Paramus Is a Supplier of Talent
- The Anatomy of Wealth
- Synergy within the Client Base
- Nelson's Network
- Endorsed by a Leader
- The Need of the Affluent
- The Question of When
- Recruiting Influential Writers
- The Nelson Paramus Pro Forma Dialogue
- Scouting Public Relations Talent
- Influencing Influential Networkers
- Identifying Top Suppliers
- Multiple Sales
- Summary: Key Steps in Becoming a Talent Scout
- 3: THE REVENUE ENHANCER
- Father Fred Markets More than Construction Equipment
- An Information Conduit and Revenue Enhancer
- What Do Fund Raisers Really Need?
- Enhance the Revenue of Clients and Their Children
- Build a Network of Networks
- Not in Father's Footsteps
- An Independent Study
- This Author's Suppliers/Revenue Enhancers
- A Provocative Message to a Supplier
- Beyond the Core
- A Letter to an Apostle
- Inoculate Your Clients against Competitors
- A Letter from Number One
- 4: THE ADVOCATE
- An Example of Doing More: The Letter of Letters
- Dr. J. Conrad Peterbaum Is an Advocate of More than Fillings and Extractions
- Explaining Dr. Peterbaum's Success
- Implications for Followers of Dr. Peterbaum
- The Important Concerns of Affinity Groups
- Seeds of Support
- The Advocate's Evidence
- An Interview with an Advocate in the Making
- But Are They Your Advocates?
- Be an Advocate for a Better World
- An Ecologically Sensitive Sales Professional
- Test Time: Are You an Advocate of Clients?
- Multiple-Choice Exam-Circle the Correct Answer(s)
- Few Are Advocates
- The Pro Forma Answer from an Advocate
- Only Part-Time Networkers and Advocates
- A Published Letter from an Advocate
- The Probability of Being Published
- Why So Few Advocates?
- 5: THE MENTOR
- Networking via the "Teach Them to Fish" Method
- The Indirect Approach Produces Excellent Results
- Synergy in Selling
- Intrafranchise Referrals
- A Mentor to Doctors, Deans, and Editors
- Finding and Prospecting Capital Ships and Convoys
- Questions Often Asked
- Mr. Richard: A Target and Networker of Networks
- Mr. Richard Develops an Influence Network
- An Interview with the Creator of the Influence "Wolfe" Pack
- Mr. Todd Penetrates Influence Networks
- Inside the CPA Network
- Buyers/Sellers of Businesses
- Mr. Todd Does Not Have Macho Needs
- Mr. Todd's Topics
- Mr. Todd Reads the Trades
- A Single Source?
- Tim Goodnow Is a Mentor to Affluent Aliens
- Great Scott Is a Master Mentor
- Help the Noblest Causes Fish for Affluent Donors
- Networking at a Higher Level
- Proactivity at a Higher Level
- The Other Side of Euphoria
- Share Your Interest at a Higher Level
- A Mentor for Noble Causes
- Timing, Relating, Targeting, and Prospecting for Noble Causes
- 6: THE PUBLICIST
- First Promote Significant Others
- Enhancing the Image of Opinion Leaders
- A Rationale for a Turndown
- A Moonlighting Ghost
- Recruiting Ms. P. R. Writer
- A Dramatic Impact
- Endorse Only Quality Professionals
- The Question of Money
- Implications for Susan
- Susan, Go beyond CPAs
- Creating an Influence Network from Ground Zero
- Publicity First, Accounting Second: A Letter to a Struggling CPA
- 7: THE FAMILY ADVISOR
- On Becoming a Family Advisor to the Affluent
- A Product-Oriented Message
- A Market-Oriented Message
- Re: Limo Driver and Family Advisor
- 8: THE PURCHASING AGENT
- The Ace of Aces of Networking
- On Becoming a Networker
- Offerings beyond the Core
- The Purchasing Agent
- The Revenue Enhancer
- The Loan Broker
- The Talent Scout
- The Publicist
- The Mentor
- The Advocate
- The Family Advisor
- The Rules of Networking
- Endnote
- 9: THE LOAN BROKER
- The Need for Credit
- Pro Forma Networking Dialogue
- The How-To's of Becoming a Loan Broker
- Mr. P. W. Charles
