Endless Referals by Bob Burg

Chapter 2 Key Notes

- Networking opportunities occur constantly, anywhere and at any time.

- If you are networking correctly, the other person will never notice that you are networking.

- After the introduction, invest 99.9% of the conversation asking that person questions about himself and his business. Do not talk about yourself and your business.

- Even if what you do interests the other person right away, turn the conversation back to that person and his business.

- The one key question is, "How can I know if someone I'm speaking to is a good prospect for you?"

- You can ask "F-O-R-M" (Family, Occupation, Recreation, Message) questions when the person is not in a "sales" type of business.