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If I’m going to take the time to meet with somebody, I’m going to try to make that person successful. But David kept score. He saw every social encou… - Keith Ferrazzi
" "If I’m going to take the time to meet with somebody, I’m going to try to make that person successful. But David kept score. He saw every social encounter in terms of diminishing returns. For him, there was only so much goodwill available in a relationship and only so much collateral and equity to burn. What he didn’t understand was that it’s the exercising of equity that builds equity. That’s the big “aha” that David never seemed to have learned.
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About Keith Ferrazzi
Keith Ferrazzi is an American author and entrepreneur. He is the founder and CEO of Ferrazzi Greenlight, a Los Angeles-based research and consulting firm. He wrote the New York Times bestselling books Never Eat Alone and Who's Got Your Back?
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Additional quotes by Keith Ferrazzi
A network functions precisely because there’s recognition of mutual need. There’s an implicit understanding that investing time and energy in building personal relationships with the right people will pay dividends. The majority of “one percenters” are in that top stratum because they understand this dynamic — because, in fact, they themselves used the power of their network of contacts and friends to arrive at their present station.
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In fifteen seconds, I used my four rules for what I call warm calling: (1) Convey credibility by mentioning a familiar person or institution — in this case, John, Jeff, and WebMD. (2) State your value proposition: Jeff’s new product would help Serge sell his new products. (3) Impart urgency and convenience by being prepared to do whatever it takes whenever it takes to meet the other person on his or her own terms. (4) Be prepared to offer a compromise that secures a definite follow-up at a minimum.
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