Making Rain

http://andrewsobel.com/books-by-andrew/making-rain/

Making Rain shows readers, step by step, how to deliver on the ingredients of client loyalty at every major stage of the relationship. First, it illustrates how to break out of the expert-for-hire label and consistently win repeat business. You'll learn about the essential attributes of extraordinary client advisors; the six factors that create immediate personal rapport with a new client; and the nine breakthrough strategies that can distinguish you and your organization at the very start of a relationship. Sobel then illustrates the growth strategies you'll need to break out of "steady supplier" relationships and truly become part of your client's inner circle.