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| Preface | |
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| Acknowledgments | |
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| About The Author | |
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| Business Relationships are A Process, not an Event | |
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| How To Create Long-Term Clients And Customers | |
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| The Characteristics of a Relationship Business | |
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| Initial Language and Behaviors to Stimulate Leverage | |
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| The Criteria for High-Potential, Long-Term Clients | |
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| The 10 Critical Dos and Don'ts | |
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| The Best Positioning for You | |
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| The Annuity Factor | |
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| I Will Still Love You In The Morning | |
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| Creating a Million Dollar Consulting“ Accelerant Curve | |
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| Adjusting to the Styles of Buyers | |
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| Why and When Perceptions of Value Follow Higher Fees | |
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| The Client Potential Bell Curve | |
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| Allowing the Buyer to Buy (More and More) | |
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| Expanded Business | |
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| Why More, Not Less, Is Better For The Client | |
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| Why No Good Deed (Project) Should Go Unrewarded (Expanded) | |
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| "If You Think This Is Good": Demonstrating Leverage | |
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| Moving Up, Down, Inside, Outside, and All Around | |
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| Language Template | |
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| When You Hit the Ceiling, and How to Go Through It | |
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| The Platinum Standard | |
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| Asking For Referrals Is Doing Three People A Favor | |
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| The Mentality of Value, Not Sales | |
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| Positioning the Request and Following Up | |
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| Priming the Pump (Not Taking No for an Answer) | |
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| Approaching the Third Party Irresistibly | |
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| How to Reward and Stimulate Referral Sources | |
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| Institutionalizing Your Presence | |
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| How Dogs Set The Standard For Being Invited In And Never Leaving | |
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| Joining Internal Groups | |
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| Providing Extra Value (without Losing Your Shirt) | |
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| Creating Lateral Contacts | |
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| Sharing Ownership of Intellectual Property | |
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| Demonstrating Unique Value (Sole Source Soul) | |
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| Interlude My Greatest Referral | |
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| The Cult Of Ceyk (Call Everyone You Know) | |
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| Careful Where You Step; You're Crushing Referrals | |
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| Untapped Referral Sources Around You | |
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| Creating "Soft" Referral Requests | |
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| Using Social and Civic Mechanisms | |
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| Language Template | |
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| If and When to Pay Referral Fees | |
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| Referral Ammunition | |
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| Assembling Testimonials, Endorsements, And Love Letters | |
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| Ask Earlier than You Would Think | |
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| Using Technology to Exponentially Improve Impact | |
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| Coauthoring, Coproducing, and Cooperating | |
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| Language Template | |
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| Keeping Current while Showing Consistency | |
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| You Can Go Home Again-Revisiting Past Clients | |
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| Aren't You...? | |
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| Maintaining Contacts | |
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| Tracking Key People | |
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| Creating Communities | |
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| Utilizing Past Clients in Current Promotions | |
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| The Diamond Standard | |
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| Creating Retainers And Evergreen Clients | |
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| Converting to "Access to Your Smarts" | |
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| Guilt-Free Relationships when People Rarely Need You | |
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| The Picasso Rule: You Know Where to Put the Paint | |
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| Price Guidelines for Retainers | |
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| Retainers for Life (AKA "the Vault") | |
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| The Kaleidoscope | |
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| The Discipline And Focus For Permanent Referrals | |
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| Referrals from Colleagues | |
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| Weekly Routines | |
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| Providing Referrals for Reciprocity | |
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| The Referral Referral (No Kidding) | |
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| Referrals while You Sleep | |
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| Appendix Electronic, on my site, updated regularly | |
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| Questions to Ask | |
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| Rebuttals to Resistance | |
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| Weekly Discipline Techniques | |
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| How to Stimulate More Referrals | |
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| Index | |