PART I Winning Business with Relationships.

CHAPTER 1 The Common Denominator of Greatness and Success: It’s Not Money, It's People! 3

CHAPTER 2 You Can Be a Connector Even If You're Not a Natural People Person: How Social Intelligence Makes a Major Difference in Business 19

CHAPTER 3 The Connector IQ Assessment: Am I Socially Intelligent? 31

CHAPTER 4 The Red Zone Connectors Formula: The Principles for Building Valuable Relationships 42

PART II How Do They Do It? The 5 Traits of Connectors.

CHAPTER 5 Develop a True "What's in It for Them" Mentality: Focusing on Others Brings More for You 53

CHAPTER 6 Listen! Curiously Listen! 65

CHAPTER 7 Important Questions to Ask That Attract Connections 83

CHAPTER 8 Getting the Sale to Close Itself: Using Creative Strategies to Sell Without Selling 96

CHAPTER 9 Create a Memorable Experience: Differentiating Yourself by the Impact You Leave on Others 106

PART III Applying the 5 Connector Traits.

CHAPTER 10 Gain a Stream of Profitable Referrals: The Litmus Test for Relationship Success 125

CHAPTER 11 The Employee Connection: The Critical Factor in Creating Clients for Life 138

CHAPTER 12 I Don't Have Time to Connect! Finding the Time to Connect with an Already Busy Schedule 147

CHAPTER 13 Find a Mentor: The Influence that Leads, Motivates and Holds You Accountable 154

CHAPTER 14 Women's Organizations: Fulfilling a Unique Need for Women to Connect 164

PART IV Power Tools for Relationship Building.

CHAPTER 15 How to Get the Most from Outlook, ACT, and Other CRM Software: Strategies for Organizing and Tracking Relationships 175

CHAPTER 16 Christmas Cards Don't Work: Meaningful Strategies for Keeping in Touch 182

CHAPTER 17 Using Speaking Skills to Develop Relationships: Simple Strategies to Connect Powerfully When Speaking to Small and Large Groups 191

CHAPTER 18 Connecting through Social Media Technology: How to Get the Most Out of Facebook, LinkedIn, and Other Social Networking Sites 200

CHAPTER 19 The Contrarian Networking Strategy: Create Truly Effective Networking Not Focused on Networking 212

CHAPTER 20 Coaching Your Way through to Better Relationships: A Self-Coaching Exercise for Improving Business Relationships 222

CHAPTER 21 Financial Advisor Relationship Strategies: A Niche-Based Look at Connecting with Dramatic Sales Results 235

Notes 248

Index 251