14min chapter

Secrets of Successful Advisors℠ with Ken Haman cover image

Making Meetings More Meaningful

Secrets of Successful Advisors℠ with Ken Haman

CHAPTER

Generating Referrals from Centers of Influence

This chapter discusses the importance of having a clear outcome for meetings with Centers of Influence and the need for messaging to cross a threshold of significance and evoke an activated emotional state in the person. It also emphasizes that if a client has an immediate need for a new advisor, the Center of Influence is more likely to bring up the topic.

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