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	<title>GrossmanCGA - How can I help?Networking | GrossmanCGA &#8211; How can I help?</title>
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		<title>Sales Thought &#8211; Pathways Overlooked</title>
		<link>http://grossmancga.com/site/2011/05/02/sales-thought-pathways-overlooked/</link>
		<comments>http://grossmancga.com/site/2011/05/02/sales-thought-pathways-overlooked/#comments</comments>
		<pubDate>Mon, 02 May 2011 15:10:52 +0000</pubDate>
		<dc:creator>Eric Grossman, CGA</dc:creator>
				<category><![CDATA[Advisors' guides]]></category>
		<category><![CDATA[Canadian Commercial Lenders]]></category>
		<category><![CDATA[HR and Benefits]]></category>
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		<guid isPermaLink="false">http://grossmancga.com/site/?p=1699</guid>
		<description><![CDATA[by Nick Miller of Clarity Advantage In which we are reminded that bringing cookies(or some attention)  to the receptionist may not be a waste of time after all. My long-time family attorney, Al, retired from his practice about two years ago. He left with characteristically little fanfare, sending me and his other clients a letter...]]></description>
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		<title>Practice reciprocity without keeping score</title>
		<link>http://grossmancga.com/site/2011/03/31/practice-reciprocity-without-keeping-score/</link>
		<comments>http://grossmancga.com/site/2011/03/31/practice-reciprocity-without-keeping-score/#comments</comments>
		<pubDate>Thu, 31 Mar 2011 14:18:42 +0000</pubDate>
		<dc:creator>Eric Grossman, CGA</dc:creator>
				<category><![CDATA[Advisors' guides]]></category>
		<category><![CDATA[Canadian Commercial Lenders]]></category>
		<category><![CDATA[HR and Benefits]]></category>
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		<guid isPermaLink="false">http://grossmancga.com/site/?p=1647</guid>
		<description><![CDATA[By Harvey Mackay     When we were growing up, most of us learned to live by the Golden Rule:  Do unto others as you would have them do unto you.  Not &#8220;as they do unto you,&#8221; but &#8220;as you would have them do unto you.&#8221; As working professionals, there is another manifestation of this rule,...]]></description>
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		<title>Sales Thought &#8211; Favorite Question</title>
		<link>http://grossmancga.com/site/2010/12/06/sales-thought-favorite-question/</link>
		<comments>http://grossmancga.com/site/2010/12/06/sales-thought-favorite-question/#comments</comments>
		<pubDate>Mon, 06 Dec 2010 15:27:21 +0000</pubDate>
		<dc:creator>Eric Grossman, CGA</dc:creator>
				<category><![CDATA[Advisors' guides]]></category>
		<category><![CDATA[Canadian Commercial Lenders]]></category>
		<category><![CDATA[benefit]]></category>
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		<category><![CDATA[interest]]></category>
		<category><![CDATA[Networking]]></category>
		<category><![CDATA[pitch]]></category>
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		<category><![CDATA[sales]]></category>

		<guid isPermaLink="false">http://grossmancga.com/site/?p=1366</guid>
		<description><![CDATA[In which we are reminded to understand our client&#8217;s purpose in a discussion. Someone asked me this week, &#8216;Do you have a favorite question that you use in sales calls?&#8217;  After overcoming the urge to reply, &#8216;Yes,&#8217;  and listing a dozen wonderful questions, I replied, &#8216;Tell me a little about what&#8217;s happening in your calls.&#8221;...]]></description>
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		<title>Sales Thought &#8211; Standing Out</title>
		<link>http://grossmancga.com/site/2010/11/15/sales-thought-standing-out/</link>
		<comments>http://grossmancga.com/site/2010/11/15/sales-thought-standing-out/#comments</comments>
		<pubDate>Mon, 15 Nov 2010 14:53:52 +0000</pubDate>
		<dc:creator>Eric Grossman, CGA</dc:creator>
				<category><![CDATA[Advisors' guides]]></category>
		<category><![CDATA[Canadian Commercial Lenders]]></category>
		<category><![CDATA[benefit]]></category>
		<category><![CDATA[guides]]></category>
		<category><![CDATA[Networking]]></category>
		<category><![CDATA[pitch]]></category>
		<category><![CDATA[product]]></category>
		<category><![CDATA[proposal]]></category>
		<category><![CDATA[prospect]]></category>
		<category><![CDATA[sales]]></category>

		<guid isPermaLink="false">http://grossmancga.com/site/?p=1352</guid>
		<description><![CDATA[In which we discuss strategies to draw attention and attract  prospects and referrals. During a training session for branch managers and small business bankers, I shifted the focus from typical networking and prospecting to &#8220;attraction marketing&#8221; &#8211; attracting prospects to us rather than stalking and chasing them. Feeling a little frisky, I asked, &#8220;Remember when...]]></description>
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		<title>Sales Thought &#8211; Magic Words</title>
		<link>http://grossmancga.com/site/2010/11/01/sales-thought-magic-words/</link>
		<comments>http://grossmancga.com/site/2010/11/01/sales-thought-magic-words/#comments</comments>
		<pubDate>Mon, 01 Nov 2010 13:22:06 +0000</pubDate>
		<dc:creator>Eric Grossman, CGA</dc:creator>
				<category><![CDATA[Advisors' guides]]></category>
		<category><![CDATA[Canadian Commercial Lenders]]></category>
		<category><![CDATA[benefit]]></category>
		<category><![CDATA[guides]]></category>
		<category><![CDATA[Networking]]></category>
		<category><![CDATA[pitch]]></category>
		<category><![CDATA[product]]></category>
		<category><![CDATA[proposal]]></category>
		<category><![CDATA[prospect]]></category>
		<category><![CDATA[sales]]></category>

		<guid isPermaLink="false">http://grossmancga.com/site/?p=1316</guid>
		<description><![CDATA[In which we discuss the importance of referrals rather than the power of magic words to gain audiences with prospects. In our neck of the woods, Harry Potter movies appear on various cable channels almost as frequently as &#8220;storm chaser&#8221; programs featuring lunatics who chase or who are chased by tornados.  Having watched both genres...]]></description>
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		<slash:comments>1</slash:comments>
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		<title>The $0 Marketing Plan</title>
		<link>http://grossmancga.com/site/2010/05/13/the-0-marketing-plan/</link>
		<comments>http://grossmancga.com/site/2010/05/13/the-0-marketing-plan/#comments</comments>
		<pubDate>Thu, 13 May 2010 19:25:37 +0000</pubDate>
		<dc:creator>Eric Grossman, CGA</dc:creator>
				<category><![CDATA[Advisors' guides]]></category>
		<category><![CDATA[Canadian Commercial Lenders]]></category>
		<category><![CDATA[bank]]></category>
		<category><![CDATA[CGA]]></category>
		<category><![CDATA[guides]]></category>
		<category><![CDATA[marketing]]></category>
		<category><![CDATA[Networking]]></category>
		<category><![CDATA[pitch]]></category>
		<category><![CDATA[product]]></category>
		<category><![CDATA[proposal]]></category>
		<category><![CDATA[prospect]]></category>

		<guid isPermaLink="false">http://grossmancga.com/site/?p=1043</guid>
		<description><![CDATA[by Kristen Luke Many solo practitioners find themselves in a difficult quandary – they need to market their businesses, but they don’t have budget to do so. Instead of finding ways to market on a dime, they will throw up their hands and just hope that business will magically appear. What they don’t know is...]]></description>
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		<title>Why network on LinkedIn?</title>
		<link>http://grossmancga.com/site/2010/02/11/why-network-on-linkedin/</link>
		<comments>http://grossmancga.com/site/2010/02/11/why-network-on-linkedin/#comments</comments>
		<pubDate>Thu, 11 Feb 2010 17:43:14 +0000</pubDate>
		<dc:creator>Eric Grossman, CGA</dc:creator>
				<category><![CDATA[Networking]]></category>
		<category><![CDATA[linkedin]]></category>

		<guid isPermaLink="false">http://grossmancga.com/site/?p=717</guid>
		<description><![CDATA[LinkedIn and other social and business networking websites have found their place in our society. The past few years have seen an explosive and exponential growth of many such online networks. In the beginning most people were skeptical about them, but now they are not only here to stay, but they offer opportunities we never had...]]></description>
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