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Making Rain The Secrets of Building Lifelong Client Loyalty

ISBN-10: 0471264598

ISBN-13: 9780471264590

Edition: 2003

Authors: Andrew Sobel

List price: $42.00
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Description:

Andrew Sobel explodes the myth of the rare 'rainmaker' who brings in and keeps large clients, and instead argues that any professional can learn to make rain using existing clients by developing a particular set of skills and utilizing certain strategies which lead to long-term loyalty.
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Book details

List price: $42.00
Copyright year: 2003
Publisher: John Wiley & Sons, Incorporated
Publication date: 1/31/2003
Binding: Hardcover
Pages: 256
Size: 6.50" wide x 9.50" long x 1.00" tall
Weight: 1.034
Language: English

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