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Certifications
Choosing Where to Focus Your Energy
References
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
