How to Win Client Business When You Don't Know Where to Start. Doug Fletcher

CHAPTER 25: Finding the Work That You Love Do You Enjoy Your Work? Enthusiasm for Our Work Is Key to Our Success Keep Exploring Until You Find Your Calling Respect, Trust, Likeability, and Enthusiasm References CHAPTER 26: A High Road with a Long View On Patience On Persistence The Rainmaker Mindset References

      10  Appendix A: The Rainmaker Skills Self‐Test: What Are My Rainmaker Strengths and Weaknesses?

      11  Recommended Reading

      12  Acknowledgments

      13  About the Author

      14  Index

      15  End User License Agreement

      List of Illustrations

      1 Chapter 1FIGURE 1.1 The Five Rainmaker Skills

      2 Chapter 2FIGURE 2.1 The Seven Elements of the Client's Buying Decision Journey

      3 Chapter 3FIGURE 3.1 The Seven Client PathwaysFIGURE 3.2 The Seven Client Pathways Pie Chart

      4 Chapter 7FIGURE 7.1 Three Ways of Defining Your Personal Brand Identity

      5 Chapter 15FIGURE 15.1 Your 200‐Acre Tree Farm

      6 Chapter 17FIGURE 17.1 Being Likeable Allows Respect and Trust to Grow

      7 Chapter 20FIGURE 20.1 A Distinct Point of View Matters

      8 Chapter 25FIGURE 25.1 Being Likeable and Having Enthusiasm Allows Respect and Trust to...

      Guide

      1  Cover Page

      2  Table of Contents

      3  Begin Reading

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