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CHAPTER 11: Using LinkedIn to Build Your Credibility Master Digital Marketing at Oxford What Is the Internet Good For? LinkedIn Is a Powerful Enabler, But It Won't Do the Heavy Lifting for Us Don't Turn into Human Spam The Power of Sharing and Connecting References Skill 3: Build Your Professional Ecosystem CHAPTER 12: The Two Hundred People You Need to Know Genuine Relationships, Not LinkedIn Connections What's the Difference between Your Ecosystem and Network? Why Your Ecosystem Matters: Revisiting the Seven Client Pathways The Makeup of Your Professional Ecosystem The Double Helix of Your Ecosystem and Trust References CHAPTER 13: Does Cold‐Calling Work? And What to Do if It Doesn't Remember What Mom Said: Don't Talk to Strangers Making Friends on the Playground Making Friends with Your Two Hundred People When Cold‐Calling Works Best Cold‐Calling and Making Friends References CHAPTER 14: Making Friends in a Natural Way Warm Prospecting: Leveraging Your Relationships to Make New Friends Nobody Likes Human Spam How to Get an Introduction without Seeming Pushy References CHAPTER 15: I Can't See the Forest for the Trees The Tree Farm Analogy Caring for Your Professional Ecosystem References CHAPTER 16: Why Advertising Doesn't Work for Us Recognizing the Limits of Advertising A Better Way: Building Relationships References Skill 4: Develop Trust-Based Relationships CHAPTER 17: What Is Trust and Where Does It Come From? Recognizing Authentic Likeability Where Trust Comes From Advice from a Seasoned Relationship Builder References CHAPTER 18: Conversation Skills for Introverts (and the Rest of Us, Too) Finding Common Ground through Small Talk Building Common Ground over Time References CHAPTER 19: The Art of Keeping in Touch Finding Opportunities to Be Thoughtful and Helpful Caring and Empathy Matter References CHAPTER 20: Transparency Is Good, Right? Why Undersharing Is a Path to Irrelevancy How Much Is Too Much? Finding the Balance References Skill 5: Practice Everyday Success Habits CHAPTER 21: The Daily Habits of Successful Rainmakers The Roller Coaster of Revenue Practicing the Rainmaker Skills Every Day The Most Important Hour of Your Day References CHAPTER 22: Making the Rainmaker Skills Stick Building the Rainmaker Skills into Our Daily Lives References CHAPTER 23: Finding Your Rainmaker M.O. The Modus Operandi A More Modern M.O. The Middle Ground Finding Your M.O. Rainmaker M.O. Best Practices References

      9  The Rainmaker's Journey CHAPTER 24: Thoughts on Becoming a Rainmaker What We Can Learn from the Beatles, Led Zeppelin, and the Rolling Stones Becoming a Rainmaker Is Not a Structured 10‐Step Program

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