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Endless Referrals, Third Edition Paperback – Nov 15 2005

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Product Details

  • Paperback: 288 pages
  • Publisher: McGraw-Hill; 3 edition (Nov. 15 2005)
  • Language: English
  • ISBN-10: 0071462074
  • ISBN-13: 978-0071462075
  • Product Dimensions: 15.2 x 1.8 x 22.9 cm
  • Shipping Weight: 358 g
  • Average Customer Review: 3.0 out of 5 stars  See all reviews (1 customer review)
  • Amazon Bestsellers Rank: #65,551 in Books (See Top 100 in Books)

Product Description

From the Back Cover

The definitive guide to turning casual contacts into solid sales opportunities

In this fully revised edition, Bob Burg builds on his proven relationship-building principles to bring even more clients to your door and helps you attract only those who are interested in what you sell. He shows how to maximize your daily contacts, utilize your tools both online and off, leverage your relationships, and generate ongoing sales opportunities.

"If you're serious about your sales career, whether you are selling a product, service, or yourself, master the contents of this book and you will practically guarantee your future success."

            --Tom Hopkins, author of How to Master the Art of Selling

"Bob Burg has long been the authority on connecting with clients and building win-win relationships. Endless Referrals should be required reading for sales professionals and entrepreneurs everywhere."

-- Gary Keller, Founder and Chairman of the Board of Keller Williams Realty Intl. and author of The Millionaire Real Estate Investor

"I've found that acquiring business is the toughest challenge for professional services providers. Thankfully, Bob Burg provides pragmatic and effective techniques to smash that challenge to bits, whether using mail, phone, email, or a polite tap on the shoulder."

--Alan Weiss, Ph.D., author Million Dollar Consulting

"Bob Burg opens the floodgates to Fort Knox with this book. I like the simple, easy to understand, practical way he outlines the exact way to find endless referrals. A treasure."

            --Dottie Walters, author of Speak & Grow Rich

"A no-nonsense approach to building your business through relationships."

            --Jane Applegate, syndicated Los Angeles Times columnist

About the Author

Bob Burg regularly speaks to public audiences, corporations and associations, including international Fortune 500 companies.

Inside This Book (Learn More)
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Most helpful customer reviews

2 of 3 people found the following review helpful By Jeffrey O. Apuada on Oct. 9 2013
Format: Paperback Verified Purchase
I consider this an average book. Lots of good ideas here but I found the perspective to be focused on the reader having some background and knowledge in sales. I would not recommend it for people that are just starting or considering getting into sales or a business that requires sales
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Most Helpful Customer Reviews on Amazon.com (beta)

Amazon.com: 124 reviews
26 of 26 people found the following review helpful
Fabulous read! March 18 2006
By Tara Hutchings - Published on Amazon.com
Format: Paperback
I am brand new to the "network marketing" arena. I have spent my entire adult life working as a Registered Nurse and have just recently switched gears and started up my own business. So, networking is new to me and so completely out of my previous realm. As a nurse, I never needed referrals! People were bound to have babies... whether I asked them to or not!

Mr. Burg's book came highly recommended to me by one of my business colleagues. Am I ever glad I listened to this recommendation! This book is very well written. It is clear, concise, and to the point. Even for a novice networker, like myself, the concepts presented here are easy to follow. It just makes sense that these approaches would work. Bob teaches people how to be non-intrusive, how to play nice in the sand box, and how to get the referrals in a professional manner. This is the thing I love most about this book. Not only does he show you how to network, he is also teaching people how to be true professionals.

Lastly, I have to say that I know for a fact that Bob not only teaches others how to follow these concepts... he actually uses them!!! As I was reading, I had a question about where I could purchase the notecards and scratch pads he talks about. So, I went to his website and was unable to find the information I was looking for. Well, I decided to click on the "contact me" icon and ask my question. Within a few hours, I had a personal response from Bob in my email inbox. I was impressed beyond words that he took the time to personally respond to me AND he did it in a timely manner!!!! To me, that spoke volumes about the man behind the book.

I will definately be recommending this book to others in my organization. I believe this is a must read for anyone that depends on networking to fuel their business!!!!
47 of 51 people found the following review helpful
a great book? really? July 30 2011
By Lineman - Published on Amazon.com
Format: Paperback Verified Purchase
I had high hopes when I purchased this book. The reviews were numerous and glowing. But I have to say its a disappointment. I suppose if you are selling commodity products, or undifferentiated services, some of this advice could be helpful. But overall it seemed caught in a time warp, tired and old advice. Then I went back and looked at the reviews and saw that many were over 10 years old. No wonder it seemed dated. If you're just starting out, or your industry, business or customers are not tech savvy, or your customers are not wise to these gimmicks, then this book might be OK for a starter. I just have to believe there's better stuff out there.
19 of 19 people found the following review helpful
Common Sense in an Applicable Style Jan. 25 2002
By A Customer - Published on Amazon.com
Format: Paperback Verified Purchase
In "Endless Referrals", which I refer to constantly (I am a 15-year veteran in the financial services industry, and do not cold-call, so all my business is based on the generation of referrals), Bob Burg states what some would call the obvious: concern yourself with the welfare of others first, and it will come back to you in a big way. I believe this to be true, and Burg provides several strategies - mostly through the use of questions - designed to break down barriers and build rapport in a short period of time.
In garnering referrals, I often go point-blank with many of my clients, asking them the traditional "Who do you know....?" question. However, this is obviously not useful when meeting someone for the very first time. That's where Burg's strategies come in handy. That's not to say that this book doesn't contain ideas geared toward those you know already; it does.
I bought two copies of this book and gave one to one of the rookies in my office. My copy is highlighted from start to finish. I refer to it constantly. The book is an easy read, an enjoyable read, and an excellent source of extremely useful information.
The only requirement: You must ACT, and apply the ideas found within. If you do, nothing should stand in the way of your gathering many new sources of business.
I recommend this book highly - and I've read many on this subject.
13 of 13 people found the following review helpful
Encouraging guide to generating referrals June 28 2007
By Rolf Dobelli - Published on Amazon.com
Format: Paperback
People think they're networking when they hand out a business card and slap a new acquaintance on the back. However, true networking is all about getting people to "know, like and trust" you. After all, says Bob Burg, this is why people will buy from you. How do you become one of these esteemed people? By encouraging people to talk about themselves. By being the first one to do the referring in a relationship. And, by using Burg's easy-to-apply strategies for attracting and qualifying prospects, getting first appointments and following through. Burg constantly reminds us that if you help others selflessly, you will reap the benefits. In fact, he argues many of his points long after you are nodding your head in agreement, but the points are usually well worth making. If you want to become a high-powered networker rather than an occasional networker, we recommend this book to you.
14 of 15 people found the following review helpful
Read this before you think you need it! April 13 2007
By Amazon Customer - Published on Amazon.com
Format: Paperback Verified Purchase
This book is a must have in your tool box! If your business is built by meeting more people, would you rather do that through referrals than by prospecting your cold market? Bob does an excellent job of teaching you how to cultivate a network of referrals and he gives you the tools that he used to build his. This is a great resource for any business type no matter whether you are working with business networking groups or hosts for in-home parties. If you want to meet more people and build your business with less effort then you must understand the benefits of referrals and the system for getting them. It works!