Course Outline

  • Influence concept 

  • Networking concept 

  • System 

  • Golden rule of business 

  • Law of 250 - the referral source 

  • Sphere of influence 

  • The endless referrals system, no more cold calling 

    • Meet people 

      • Where and when to network 

      • How to work a crowd 

    • Engage 

      • Fell-Good Questions® 

      • The One Key Question that will set you apart from anyone else 

      • F.O.R.M. Questions 

      • Connect others and teach others 

      • The Benefit Statement.  

        • Create your Benefit Statement 

    • Follow up & follow through  

      • Your blog 

      • Social media 

    • Be a connector/resource 

      • Receive and give referrals  

      • Ask for & obtain referrals 

    • Referrals 

      • Personal walking ambassadors. 

      • Benefits of a referral-based prospect 

      • Plant the referral seeds 

      • Working with their possible referral reluctance 

      • Seeking specific referrals/introductions 

      • Track your referral activity 

      • Why most salespeople don’t ask for referrals 

  • Networking 

    • 6 essential rules for networking 

    • Networking for a job