How to Cultivate a Network of Endless Referrals

Compilation by Bob Burg

About

Disc 1

  1. 1.
    Introduction, Definition, System
    9:54
  2. 2.
    'Know You, Like You, Trust You'
    3:34
  3. 3.
    Not Just 'Who You Know'
    3:57
  4. 4.
    Sphere of Influence
    8:25
  5. 5.
    Business Events
    3:42
  6. 6.
    Business Cards (Mainly a Non-Issue)
    4:49
  7. 7.
    How to Work a Crowd (The Beginning)
    3:35
  8. 8.
    Meet 'Centers of Influence'
    7:33

Disc 2

  1. 1.
    Track 1
    5:40
  2. 2.
    Track 2
    3:39
  3. 3.
    Track 3
    10:12
  4. 4.
    Track 4
    5:28
  5. 5.
    Track 5
    3:23
  6. 6.
    Track 6
    3:18
  7. 7.
    Track 7
    4:38
  8. 8.
    Track 8
    2:33
  9. 9.
    Track 9
    2:01
  10. 10.
    Track 10
    2:13

Disc 3

  1. 1.
    Your Personalized Thank You Notecard
    16:21
  2. 2.
    Send Useful Information
    5:13
  3. 3.
    The Personalized Notepad-Another Powerful Tool
    8:47
  4. 4.
    Refer Business
    5:52
  5. 5.
    Remember Names and Faces
    3:06
  6. 6.
    Send a Personalized Thank You Note After a Referral
    1:44
  7. 7.
    Prospecting Locally Over the Internet
    5:19
  8. 8.
    Utilizing Links
    5:38
  9. 9.
    The Internet- A Tool, Not a Panacea
    0:56
  10. 10.
    Summing Up Thus Far
    1:40

Disc 4

  1. 1.
    Make It Easy for Them to Refer
    2:04
  2. 2.
    The 'Benefit' Statement
    4:20
  3. 3.
    The 'How to Know' Statement
    2:06
  4. 4.
    The 'Bridge' Statement
    2:47
  5. 5.
    Ask for Referrals... So You Get Them
    9:31
  6. 6.
    The 'Law of Large Numbers'
    3:19
  7. 7.
    Use What You Learn
    5:33
  8. 8.
    Unlikely Referrals... Not at All
    1:24
  9. 9.
    B.P.O.C. - Information Resource
    3:01
  10. 10.
    Successful Giving - Successful Receiving (Understanding the 'Law')
    7:13
  11. 11.
    'Real-World' Giving and Receiving - The Grand Paradox
    2:52
  12. 12.
    Superstar Networkers
    6:19
  13. 13.
    Some Shining Examples
    4:14
  14. 14.
    Remember 'The Paradox'
    3:52
  15. 15.
    A True Networking Superstar
    3:01

Disc 5

  1. 1.
    Rick Hill Introduction
    2:15
  2. 2.
    4 Principles of Effective Prospecting
    0:35
  3. 3.
    Beating Telephone Call Reluctance
    1:10
  4. 4.
    X-Ray Questions
    4:34
  5. 5.
    'a Never-Ending Chain... Of New Business'
    3:58
  6. 6.
    Making the Call
    2:47
  7. 7.
    Referred Prospects
    5:56
  8. 8.
    People Buy What's Familiar
    6:59
  9. 9.
    Frequency Over Reach
    3:26
  10. 10.
    The Agenda
    0:43
  11. 11.
    'the Key That Opens Every Door'
    6:36
  12. 12.
    Mike Burg Introduction
    2:56
  13. 13.
    Philosophy of Life
    2:21
  14. 14.
    Bringing Out Their Best
    1:52
  15. 15.
    Dad's Five Questions
    4:32
  16. 16.
    The Four Elements of Social Acceptance
    2:22
  17. 17.
    Parent - Adult - Child
    1:53
  18. 18.
    The Foundation of Communication
    1:53
  19. 19.
    Networking Disciplines
    1:50
  20. 20.
    Follow Through
    0:43
  21. 21.
    Wisdom - Understanding - Knowledge
    2:09

Disc 6

  1. 1.
    Referral Exchange Organizations
    3:50
  2. 2.
    Structure and Intent
    3:26
  3. 3.
    Types of Leads and Referrals
    2:28
  4. 4.
    Procedure
    0:52
  5. 5.
    The Commercial
    6:24
  6. 6.
    Recruiting
    9:03
  7. 7.
    Membership Classifications
    2:59
  8. 8.
    Review
    3:35
  9. 9.
    Customer Service
    3:03
  10. 10.
    The Eight Rules of Customer Service as They Relate to Networking 1
    3:37
  11. 11.
    The Eight Rules of Customer Service as They Relate to Networking 2
    1:30
  12. 12.
    The Eight Rules of Customer Service as They Relate to Networking 3
    2:33
  13. 13.
    The Eight Rules of Customer Service as They Relate to Networking 4
    3:39
  14. 14.
    The Eight Rules of Customer Service as They Relate to Networking 5
    3:04
  15. 15.
    The Eight Rules of Customer Service as They Relate to Networking 6
    1:39
  16. 16.
    The Eight Rules of Customer Service as They Relate to Networking 7
    1:53
  17. 17.
    The Eight Rules of Customer Service as They Relate to Networking 8
    1:44
  18. 18.
    Review
    1:26
  19. 19.
    Networking Etiquette
    3:24
  20. 20.
    Cross Promotions
    4:11
  21. 21.
    Networking in Different Situations
    8:58
  22. 22.
    Conclusion
    2:31

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