The 40-page Workbook Also includes practical tools to help you prospect, including:

• Template to develop your block schedule
• Worksheet to identify Centers of Influence as well as potential Advisory Board members
• A step-by-step guide to acquiring introductions from contacts and clients
• Advisory Board Meeting planning guide
• Your Value Proposition Development worksheet
• An introductory letter template for “wedging” your foot in the door
• Your Callback planning worksheet (so that you call when you say you will)

Plus, a complete, live presentation from Keith Luscher is captured on two audio CDs for ongoing review and independent progress.

01 Introduction 02 What is Prospecting? 03 What Makes a Prospective Employer? 04 The Prospecting Enigma 05 Take 2 or 3 Nuggets... 06 Why Don't We Prospect? 07 Social Media Role 08 Panning for Gold 09 What is Networking? 10 What Networking is NOT 11 The Two Faces of Networking 12 Building Your Brand: Who Knows YOU? 13 If You Don't Have a Photo, Get One! 14 Building Relationships 15 Social Mobility 16 Share Your Expertise via Writing and Speaking 17 Centers of Influence 18 Profile of a Center 19 You Can't Beat a Referral...or Can You? 20 Kill Two Birds with One Testimonial 21 Introductions through Centers of Influence 22 Triggers: Big Payoffs with Small Talk 23 Your Personal Board of Advisors 24 Successful Board Meetings 25 Strategic Alliances 26 First Half Wrap-Up	01 Regroup: Focus Beats Brilliance 02 Introduction to Wedge Strategy 03 The Problem of Getting Your Foot in the Door 04 Finding the Decision Maker 05 Wedge Strategy Overview 06 The Value Proposition...What Is It? 07 Business Journals 08 Prospecting with White Papers 09 The Path of Least Resistence 10 Make Following Up Easier 11 Why the Wedge Strategy WORKS 12 Social Media Introduction 13 What has Fueled the Growth of Social Media 14 How Does Social Media Help Us Prospect? 15 Serve Your Prospects 16 The Most Common Mistake in Social Media 17 To Sell Yourself, Give of Yourself 18 LinkedIn 19 LinkedIn: Three-Tier Connections 20 Facebook 21 Twitter 22 Twitter: Avoid the Twitter Trap! 23 Some Twitter Terms 24 The 12 Laws of Social Media Prospecting