Foreword
Introduction
Special Bonus Section
- Four Attitudes
Why Use This Manual?
How to Use This Manual?
Making a New Start as a Fearless Networker
Pre-Evaluation
About the Author
1. My Philosophy of Networking
- A Practical Definition
- What Is Serving or Giving?
- A Willingness to Serve
- A Life of Giving Back
- Never Serve Alone
- Oprah's Secret of Success
2. Taking the Stress, Anxiety and Fear out of Business Networking Event
- A Sure-Fire Way to Fearless Networking
- "What's in It for Me?" Attitude
- "What Can I Give?" Attitude
- "What's in It for Me?" Behavior
- "What Can I Give?" Behavior
3. The Power of Self-Affirmations
- Gaining Confidence to Become a Fearless Networker
- Developing Your A.B.S.
- An Example Self-Affirmation Talk (Using A.B.S.O.R.B.)
4. The Dos and Don'ts of Networking
- Dos at Networking Events
- Don'ts at Networking Events
5. A Proven Networking Track
- Easing Anxiety before an Event
- Easing Anxiety during an Event
- An Easy Way to Memorize (Stacking Technique)
6. 5 Simple Steps On the Road to Becoming a Fearless Networker
- The Only Tract You Must Master
- An Easy Way to Memorize (Using A.L.T.E.R.)
7. The Attitudes of Fearless Networkers
- The Attitudes Tract
- Use for Reflection and Evaluation
8. The Behaviors of Fearless Networkers
- The Behaviors Tract
- Stacking Objects for Mind Picture
9. Networking is Easiest When . . .Observant
- Have Fun with this Simple Approach
- Networking Anywhere
10. The 60 Seconds Product/Service Presentation
- A Word About 30 Seconds Elevator Speeches
- Elements of a 60 Seconds Presentation
- Developing A Power-Packed Presentation
- An Example 60 Seconds Presentation
11. Marsh Mantras
- Advice to Build a Network and Life
- Inspired by Mackay Maxims
12. Effectively Using Business Cards as a Fearless Networking Tool
- The Right Way to Use
- Not Using these Techniques Can Backfire
13. My Secrets of Giving Lots of "Hot" Referrals
- The Best of the Best
- A D.W.I. You Can Be Proud of
14. Pre-Qualifying Your Referrals
- The #1 Secret of Giving Hot Referrals
- An Easy Way to Remember (P.L.I.E.R.S.)
15. The Top Ten Mistakes of Business Networking
- Committing One of these Mistakes Can Have a Fatal Outcome
- Each Mistake Has its Own Serious Consequence
16. How to Excel at Getting "HOT" Referrals to Come to You
- It is What You Say and How You Say It!
- Letting the Law of Reciprocity Work for You
17. Paradoxical Commandments of Fearless Networking 85
- Words of Wisdom in Summary
- Use for Reflection and Evaluation
18. Fearless Networking Interview Checklist
- Powerful Interview Tips
- Use for Reflection and Evaluation
19. Small Steps Leading to Exceptional Networking
- Not Following these Steps Can….
- Exceptional Networking Steps
20. "Dance with those that Brung You"
- Keep your Network in Mind
- The Quick and Easy Dance Information Sheet
21. After the Initial Contact
- Establish a Record of Contact
- Example Contact Record Form
- Example Completed Contact Record
22. Preparation for Meeting the Referral
- Preparation Will Make Both Parties Look Good
- 4 Simple Steps in Preparing
23. Initial Meeting with the Referral
- Success Tips for Smooth Sailing
- Stand Up and Deliver!
24. Proposal/Action Plan Meeting
- The Proposal/Action Plan Document
- The Proposal/Action Plan Presentation
- Post Evaluation
- Summary
Bibliography
Acknowledgment
Dedication
Index
