Of all the mistakes that sellers make, [_______] is the most common, the most serious, and the easiest to fix.

The most crucial aspect of networking is how you and the other person connect for the first time. The best way to meet someone is through a [_______].

Here are the criteria buyers use in evaluating a referral:

(mark all mentioned in book)

The referrer's job is to protect their friend the buyer — unless you can make it clear that you have something the referrer wants. This something is the chance to do the buyer a favor.

The reading mentioned you should stay in touch with "good people to know" & set the bar high for who matches that category. The book also mentioned three types of diversity: professional, demographic, and personality. And what was the most valuable of all the personality types?

The people who belong in your VIP category have two characteristics [mark both]

Don't ask for anything until you've built a really solid connection.

There's a great anecdote in the book about a poker player who said the most important ingredient to his success was a strong family life. Who should be in your inner circle? What criteria does the text offer? [mark all the apply]