"
Refine list by
Type
Author/Interviewer
  A (4)
  B (23)
  C (2)
  D (33)
  F (70)
  I (3)
    IE Staff (3)
  J (10)
  K (2)
  L (1)
  M (12)
  P (1)
  R (1)
  S (3)
  T (33)
  W (5)
  1. Special Feature

    Reaching out

    Tessie Sanci
    A three-part series on contacting referrals
  2. Tessie Sanci
    When contacting a new prospect, be sure to stay on the right side of the law
  3. Tessie Sanci
    Do some research before making contact
  4. Tessie Sanci
    Reassure COIs that their clients will be in good hands
  5. Tessie Sanci
    Find out as much as you can about the kinds of clients you should refer
  6. Special Feature

    COI teamwork

    Tessie Sanci
    A three-part series on working with centres of influence. In part one, focus on services for your clients. In part two, learning more about a potential COI. More to come.
  7. Tessie Sanci
    Focus on professional services for your clients, not just referrals
  8. Tessie Sanci
    As you gather information, keep only those prospects who fit your niche
  9. Tessie Sanci
    Take the guesswork out of turning an introduction into a client
  10. Dwarka Lakhan
    Go beyond managing their portfolio and become deeply connected with them