Making Rain – The Secrets of Building Lifelong Client Loyalty

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