Downloadable Worksheets
To help you apply the principles from The Short List, we’ve gathered all the exercises and worksheets from the book in one convenient location.
Use the QR codes in the book to access this resource page and find everything you need to identify key connections, take actionable steps, and strategically grow your relationships. Organized by chapter, these resources are designed for seamless integration into your business development efforts.
Part 1: Creating and Optimizing a Short List
Assess Your Network
Take a moment to evaluate the size of your professional network by selecting the statement that best reflects its current state.
SMART Goals Worksheet
In just 5-15 minutes, use the SMART framework to refine your goal-setting process, ensuring your goals are Specific, Measurable, Achievable, Relevant, and Time-Bound.
Creating Your Short List
Use this worksheet to build your initial Short List, focusing on the clients, prospects, and connectors who align with your SMART goals.
Calendar Review
Use this worksheet to review last month’s calendar meetings in 1-2 minutes, evaluating the quality of your relationships and their alignment with your long-term success.
Reconnecting with Dormant Ties for a Burst of Value
This exercise is designed to help you identify and reconnect with dormant ties to generate new opportunities and value for your business contacts.
Part 2: Attracting People to Your Short List
Discovering Your Niche
Use this worksheet to identify your niches and transform them into offerings that align with your interests, strengths, and areas of client demand.
Identify your Ideal Thought Leadership Format
Complete this exercise to identify and prioritize thought leadership formats that align with your interests and are most likely to be implemented, helping you showcase your expertise more effectively.
Use Your Elevator Pitch to Drive Your Brand
This exercise will help you craft your elevator pitch, which you can integrate into the multiple ways you promote yourself.
Part 3: Growing and Nurturing Your Short List
Leveraging Untapped Networking Forums
This exercise will help you assess and activate the networking forums that are best suited to you.
Practicing Effective Compliments in Low-Stakes Environments
Complete this exercise to build confidence in giving genuine compliments and prepare you to apply this technique with the people on your Short List.
Complete the Client Profiler
Use this worksheet to compare the profile of your typical client with that of your high-value client and analyze the results.
Forty Actions Matrix
Download this list of powerful actions designed to accelerate momentum with the people on your Short List, and use the matrix to easily identify the best strategies for new targets versus existing contacts.
Find your Favored Actions
After reviewing the Forty Actions Matrix use this exercise to determine your favored actions.
Email Efficacy Test
Download this exercise to put the email best practices from The Short List into action and start seeing results.
Part 4: Elevating Your Short List and Sustaining Momentum
Complete the Connector Catalyst Worksheet
Use this exercise to help you quickly analyze your most productive connectors and brainstorm how you can incentivize them to contribute even more.
Develop your Follow-Up Strategy
Complete this exercise to help you create a personalized follow-up strategy to maintain engagement with a prospect.
Define your Bottom Line
Download this exercise to establish clear boundaries, keeping your negotiations on track and protecting your rate integrity.
The Client Expander
Complete this worksheet to organize and plan the next steps from The Short List to effectively expand your high-value client base.
Business Development Diagnostic
This business development diagnostic helps you diagnose gaps in your Short List after addressing time, accountability, and culture, guiding you to the relevant chapter in The Short List for a deeper dive into its strategies.
