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Michael Goldberg
Knockout Networking for Financial Advisors and Other Sales Producers
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Preface
Networking, Like Boxing, Is about the Connection
Jumping Rope, the Heavy Bag, and Roadwork
Networking Is Your Knockout Punch!
Bottom Line!
Part 1 Opening Rounds
CHAPTER 1 Networking Is the Key to a Successful Career: (
Especially in Financial Services
)
Why Financial Advisors Should Network
Top Producers Should Network Too
Serious, but Not Committed (SBNC)
Serious, but Committed (SBC)
The Difference Between New Producers and Top Producers
Why Financial Advisors Don't Network
Don't See the Value
Not Encouraged by Their Firms
Don't Know How to Network
Personal Fears
Not Connected to a Goal
It's Too Time Consuming
Too Busy
Being an Introvert
Not Sure Where to Go
Not Sure What to Say
Not Sure Who to Meet
CHAPTER 2 What Is Networking?:
Having a Networking Mindset
Six Reasons for Networking
Growing Your Business
Landing a Job
Social Reasons
Learning
Paying It Forward
Solving a Very Specific Problem
Why Understanding the Six Reasons for Networking Is Important
Being Clear in Your Communication
Realizing That Others Have an Agenda Too
Other Benefits
What Is Networking Anyway?
A Networking Mindset
Two Types of Networking
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