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CITATION

Anderson, Matt. Fearless Referrals: Boost Your Confidence, Break Down Doors, and Build a Powerful Client List. US: McGraw-Hill, 2011.

Fearless Referrals: Boost Your Confidence, Break Down Doors, and Build a Powerful Client List

Authors: Matt Anderson

Published:  December 2011

eISBN: 9780071782883 0071782885 | ISBN: 9780071782876
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  • Contents
  • Acknowledgments
  • Introduction
  • Chapter 1—The Fearless Referral Fundamentals
  • 5–15–50–80
  • Believe 100 Percent in the Benefits of Asking for Referrals
  • Got Desire?
  • It’s a Skill You Can Learn If You Have a Growth Mindset!
  • Deliberate Practice
  • The Three “Musts” for Me to Help You
  • More Friends = More Referrals: Master the Likeability Factor and the Comfort Factor
  • More Friends = More Referrals: The Rule of Liking
  • Chapter 2—Earning the Fearless Referral
  • You Only Ask for Referrals If You’ve Earned Them!
  • Help Others Get What They Want First
  • Understand and Apply the Rule of Reciprocation
  • Make Emotional Bank Account Deposits
  • First Be Competent and Jargon-Free
  • Exceed Your Customer and Employee Expectations by 1 Percent
  • Chapter 3—Becoming Fearless
  • Face Your Fear of Rejection and Fear of People
  • Face It Some More!
  • Overcome the Biggest Myth in Our Culture
  • Stop Making Excuses
  • Get Comfortable Getting Uncomfortable
  • Identify Your Obstacles about Asking for Referrals
  • Chapter 4—Fearless Referral Asking
  • Become Your Number One Fan
  • Keeping the Needy Spirits at Bay
  • How to Slay Your Fears of Asking
  • Make Asking a Habit and Preplan Your Asks
  • It’s How You Ask for Referrals
  • Don’t Shoot Too Soon
  • The Right Time to Ask and the Best Time to Ask for Referrals
  • Chapter 5—Fearless Referral-Getting Strategies
  • Where Does Your Referral Business Come From?
  • Start with Your “Like” List
  • Leveraging the Virtual World
  • Fish for Referrals Before You Ask
  • It Would Be Silly of You Not to Say This
  • Use an Agenda
  • Have an Expectations Discussion
  • Chapter 6—The Six Steps to a Fearless Referral Conversation
  • Follow the Six Steps to a Fearless Referral Conversation
  • Use Step 1: Acknowledge Your Client
  • Use Step 2: Get Positive Feedback
  • Use Step 3: Why You Must Get Specific
  • Use Step 4: Reduce Their Resistance
  • Use Step 5: Coach Your Client to Warm Up the Referral
  • Use Step 6: Keep Control of the Process
  • Know How to Handle Objections
  • Why Steps 3, 5, and 6 Work So Well: The Rule of Commitment and Consistency
  • Chapter 7—Fearless Referral Follow-Up
  • Keep Your Referral Sources Happy and Updated
  • A Simple System for Keeping Track of Your Referrals
  • What to Say When You Follow Up on Your Referrals
  • Mastering the Big Picture Where Referrals Fit In: Goals and Habits
  • Finding the Time for Your Goals, Habits, and Referral Asking: Weekly Planning
  • The Team You Need to Get You to the Top
  • Weekly Referral Tracker
  • Bibliography
  • Index