Index

A

Academic success, 25

Ask, Don’t Tell Principle, 109–110

Assistant, empowering your, 148

Attire, 111–114

Attitude, 25, 26, 161

Attraction, laws of, 23

Auditory prospects, 91, 92, 95, 130–131

B

Business relationships, 21–23

Business, definition of courting, 18

Business, keeping, 134–135

Businesses, start-up, 80

C

Calling, courting vs., 36

Calls, returning, 149

Cold calls, 69–70

Cold prospects, 43–44, 173–176

Communication, 83–88

Competitors, 51–52, 138–145

Compliments, 29–32

Confidence, 147

Consistency, 38–43

Contact management system, 89–95

Contributing editor, becoming a, 126–128

Costco, 114–115

Coulter, Silvia L., 180

Courting business cycle, 39–43

Courting business, definition of, 18

Courting process, steps of the, 136–138

Courting, ...

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