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| Introduction: Learning to Make Rain All of the Time | |
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| Breaking Through as an Expert | |
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| The Loyalty Equation: Three Factors That Determine Your Client's Loyalty | |
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| Are You an Extraordinary Advisor? | |
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| Breakthrough Strategies for Experts | |
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| Building Trust in the First Ten Minutes | |
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| More Important than Your 401(k): Building Your Relationship Capital | |
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| Benjamin Franklin's Secret Weapon | |
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| Why a Client Might Like You | |
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| The Myth of Meeting Client Expectations | |
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| Leonardo da Vinci: Why Lutes and Madonnas Matter | |
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| Finding the Hidden Creases: Influencing Your Clients | |
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| Part One Summary: Are You Breaking Through as an Expert? | |
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| Moving into the Inner Circle | |
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| I Love My Guru ... and Other Client Pitfalls | |
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| The Relationship Masters | |
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| The Doubting Mind | |
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| The Deep Generalist and the Branded Expert | |
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| How to Identify Client Needs | |
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| The Power of Size: Developing Large, Multi-Year Client Relationships | |
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| The Right Foot: Four Ways to Start a Relationship and Position It for the Long Term | |
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| Five Ways to Grow Your Client Relationships | |
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| Are Clients Meeting Your Expectations? | |
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| Part Two Summary: Are You Moving into the Inner Circle? | |
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| Sustaining Relationships Year after Year | |
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| Sustaining and Multiplying | |
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| Merlin: Working a Little Magic with Your Clients | |
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| Five Steps to New Business with Old Clients | |
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| The Rothschild Bankers: The Power of Unique Capabilities | |
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| Cultivating the Attitude of Independent Wealth | |
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| Managing Client Relationships during Uncertain Times | |
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| Developing Relationships with Foreign Clients: Try Not to Commit These Gaffes | |
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| Becoming a Firm That Makes Rain: How Great Organizations Build Clients for Life | |
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| Part Three Summary: Are You Sustaining Your Relationships Year after Year? | |
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| Getting Started: A Self-Assessment | |
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| Do You Have the Ability to Make Rain? Two Assessment Tools for Individuals and Organizations | |
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| A Pantheon of Client Advisors | |
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| Notes | |
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| Index | |