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Internet, 122-123, 231 Index 247
advertising, 126
podcast, 159 Mentors, 9-10,11-12
obtaining advice from, 199-200
Investments, 7-8
IVR. See Interactive voice response Mission statement, 118
Money, 183-184
system
to make money, 7-8
Jones, Charlie "Tremendous," 10 Mortgage Myths, 119, 120
Motivation
K
Kinetic knowledge, 204-205 with goals and rewards, 19-27
speakers, 10, 12-13
L Multitasking, 96
Landy, John, 23-24
N
Leads, 99-109. See also Referrals National Association of Realtors, 6
categorizing, 103-104 Net meetings, 231
comparison research, 104 Networks, 127-130
follow-up system, 100-108
information gathering, 103-104 professional and personal, 127-130
management of, 101-102,218-219 Q&A,148
receipt of, 102-103 social,148
Newsgroups, 148-149
Learning, 195-201 Newsletter, 107-108
Leisure time, 181 Newspapers
Letter of introduction, 117 advertisements in, 126
Limited liability corporation (LLC), industry-related,197
207-209 o
LinkedIn, 48
LLC. See Limited liability corporation Obstacles, 11-12
Order takers versus sales, 2-4
M
Management skills, 184-187 p
Marketing
Partnering, 29-41, 203-211
advertising, 125-126 business, 204-205
brands, 111-130 business+business, 204, 209-210
designing the packet, 116-118 choice of, 30-31
Internet presence, 122-123 identification of areas for improvement,
press releases, 118-122 31-36
promotion of web site, 160-163 input from clients, 34-35
publicity, 123-125 input from salespeople, 33-34
during a sales slump, 171-172 input from your boss, 35
self-promotion, 111-130 lesser strengths, 31-32
social merchandising, 122-123, prioritization, 36
sales skills assessment, 33
145-154 meeting with your partner, 37-40
through existing clients, 129-130 celebrating mutual success, 40
through professional and personal ground rules, 38
keeping each other on track, 38-39
networks, 127-130 reviewing one another's performance,
web site address on all marketing 39
partnership agreement, 207-209
materials, 162 personal, 203
Marketplace diversity, 53-64 steps to follow, 207
writing a partnering plan, 36-37
demographies, 54-63
Media, 124 Partnering To Success, LLC, 30
Me Generation, 56-57 Pay-per-click (PPC) advertising, 126