Who
Table of Contents
How to Use This Book ix
Introduction: Who is This Guy? Why Should I Read This Book? xv
Chapter 1 It Was Never about the Pen 1
Chapter 2 The First 60 Seconds Sets the Tone for a Lifetime 15
Chapter 3 The RaporMax® System 31
Chapter 4 Get MAD, Get Clients, Get Money 53
Chapter 5 Forget the Frat Boy Approach – Convert with a Honeypot 65
Chapter 6 Put Your Mouth Where the Money is 87
Chapter 7 Premier Positioning through Publishing 103
Chapter 8 A Place for Your Stuff: Primary Internet Presence 115
Chapter 9 Anti-Social Media 127
Chapter 10 ACTION Speaks Louder Than Words 139
Chapter 11 How to Be Great at Networking Even If You Hate People 157
Chapter 12 Qualified Prospects Become Quality Clients 175
Chapter 13 Open a Door and Close the Deal 191
Chapter 14 The End of the Beginning 205
Parting Shots: Seven Mistakes Sales Leaders Make 209
Glossary 213
Acknowledgments 217
About the Author 219
Index 221
