| Table of Contents |
| Chapter |
|
Page |
| Introduction |
|
1 |
| 1. Strategic New Client Generation |
|
7 |
| 2. The Multi-Purpose Call: Maximizing Results |
|
21 |
| 3. The Foundational Call: A Different Approach |
|
29 |
| 4. The Basic Add-On |
|
43 |
| 5. Leveraging Your Calls: Third Party Access Part I |
|
53 |
| 6. Leveraging Your Calls: Third Party Access Part II |
|
59 |
| 7. Your Databases: Unending Leads |
|
67 |
| 8. The Most Profitable Strategy: How To Do It |
|
83 |
| 9. The Marketable Candidate: The Difference |
|
91 |
| 10. Marketing the Candidate |
|
101 |
| 11. Focusing Attention Through Rebuttals. Part I |
|
115 |
| 12. Focusing Attention Through Rebuttals. Part II |
|
123 |
| 13. Reference Checks: Not What You Think Part I |
|
129 |
| 14. Reference Checks: Not What You Think Part II |
|
135 |
| 15. Multiple “Touches” For Generating Clients |
|
145 |
| 16. Retained Search! Part I Is the Model Right For You? |
|
159 |
| 17. Retained Search! Part II How to Achieve |
|
165 |
| 18. Getting Calls Returned: Part I An Individualized Solution |
|
175 |
| 19. Getting Calls Returned: Part II Further Points |
|
185 |
| 20. Maintaining Consistency! |
|
193 |
| 21. Prospecting! Why.. and Why Not |
|
205 |
| 22. Avoiding User Error: A Framework For Success |
|
211 |
| 23. Unlimited Clients! Implementation |
|
223 |
| 24. Training and Prospecting for Result |
|
229 |
