Volume 11, Issue 8
TABLE OF CONTENTS:
Introduction
Part I: Starting Relationships
Chapter 1 – Fourteen Ways to Generate Leads Fast: Where Do I Find People Who Might Want to Hire Me?
Chapter 2 – Make it Fun or You Won’t Call: How Do I Choose Who to Call First?
Chapter 3 – Leaving Voice Mails That Get Returned: What Protocols Do I Follow When Leaving Messages?
Chapter 4 – Meeting More Decision-Makers: How Can I Broaden My Future Pool of Decision-Makers?
Chapter 5 – Acing Your First Marketing Meeting: What Questions Should I Ask and What Benchmarks Should I Achieve?
Chapter 6 – Practice Makes Perfect in Beauty Contests: How Can Preparation Lead to Winning Beauty Contests?
Chapter 7 – Ideas to Kick Start Your Networking Efforts: What Have Others Done to Start Relationships?
Part II: What Can I Bring to Relationships
Chapter 8 – Marketing With an Abundance Mentality: Can Helping Others Improve My Marketing Efforts?
Chapter 9 – In Pursuit of Greatness: How Can I Make Greatness My Objective?
Chapter 10 – Coaching Internal Champions: What Can I Offer My Champions to Ensure I Get Hired?
Chapter 11 – Re-ignite Your Curiosity: How Can “Curiosity” Help Me Improve My Relationships?
Chapter 12 – Remaining True to Yourself: How Can Being Authentic Improve My Marketing?
Chapter 13 – Fun Can Drive Your Marketing Efforts: Am I Having Enough Fun With My Marketing?
Chapter 14 – Releasing Negative Emotions: How Can I Keep Negative Emotions From Ruining Relationships?
Chapter 15 – When Service Falters: Can Burnout Hurt Service and How Do I Recover From It?
Part III: Improving Relationships with Clients
Chapter 16 – The Three Levels of Networking: Could I Improve My Marketing by Giving More to Others?
Chapter 17 – Increasing the Value of Your Network: How Do Great Rainmakers Increase the Value of Their Networks?
Chapter 18 – Competing with Giants: How Do I Keep My Clients Forever and Keep My Competition at Bay?
Chapter 19 – Networking at Deeper Levels: How Can I Improve My Odds of Meeting With People?
Chapter 20 – The Three Roles of Great Rainmakers: How Do Great Rainmakers Maintain Their Client Relationships?
Chapter 21 – Delivering Value to Clients: How Can I Refocus the “Fees” Discussion to One About Value?
Chapter 22 – Inspiring Client Confidence: How Do Rainmakers Build Trust?
Chapter 23 – Taking Notes Can Make You Stand Out: How Does Note Taking Give Me an Advantage in Relationships?
Chapter 24 – Empower Your Assistant: How Can a Triage Approach to Calls Improve My Relationships?
Chapter 25 – Building Your Team’s Credibility: How Can I Build Team Credibility and Inspire Client Confidence?
Part IV: Making More Time for Relationships
Chapter 26 – Devoting Hours to Business Development: How Much Time Should I Spend Marketing?
Chapter 27 – Invest Your Marketing Time Wisely: How Do I Make Time for Marketing?
Chapter 28 – Fire Your Blackberry! How Can Turning Off My Blackberry Give Me More Time for Relationships?
Chapter 29 – Starved for Time? Adopt the 5 Ds Approach: How Can I Be More Productive?
Chapter 30 – Obstacles to Effective Delegation: What Stops Me From Being an Effective Delegator?
Chapter 31 – How to Delegate Effectively: What Steps Can I Take to Delegate Effectively?
Chapter 32 – Increase Your Assistant’s Role in Marketing: How Can My Assistant Help With Marketing?
Part V: Improving Relationships within the Firm
Chapter 33 – Raising Your Internal Profile: How Do I Network Within My Firm?
Chapter 33A – Questions to Help You Connect With Partners: What Can I Ask to Deepen My Relationships With Partners?
Chapter 34 – Internal Presentations to Your Partners: How Do I Get More Work and New Clients From My Partners?
Chapter 35 – Top 10 Coaching Errors to Avoid: How Can Coaching Skills Be Applied to Our Conversations with Colleagues?
Chapter 36 – Volunteering to Split Billing Credit: How Can We Encourage Collaboration, Improve Service to Clients, Inspire Associates and Free Senior Partners to Market More?
Chapter 37 – The Perils of Insecure Rainmakers: How Could Some of Our Top Rainmakers Double Their Books of Business?
Chapter 38 – Getting Unresponsive Partners to Market: How Can We Motivate Partners to Cooperate in Marketing?
Chapter 39 – Developing the Next Generation of Rainmakers: How Can We Close the Gap Between Today’s and Tomorrow’s Rainmakers?
Chapter 40 – Creating a Rainmaker: How Can I Mentor an Associate and Help My Practice Grow?
Chapter 41 – Stop Punishing Your Best Associates!: How Can We Avoid Associate Churn?
Chapter 42 – Motivating Others to Market: How Can We Create a Self-Propelled Marketing Culture?
Chapter 43 – Making Collaboration Happen: How Can I Model Collaboration?
Part VI: Other Rainmaking Skills
Chapter 44 -Finding Top Lateral Talent: What Must Not Be Overlooked to Stay Competitive?
Chapter 45 – Third Party Endorsements: Can My Clients Help Me Sell?
Chapter 46 -Hiring a Great Coach: How Do I Tell the Difference Between a Great Coach and a Good One?
Chapter 47 -Setting Metrics and Targets: How Can I Improve My Marketing Efforts Using Metrics?
Copyright 2008 Mark M. Maraia Associates