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Knock out networking for financial advisors and other sales producers more prospects, more referrals, more business /
90% of financial advisors fail at being financial advisors. Why' Because advisors, brokers, reps, and agents need to see more people to make more sales appointments. And nobody in their firm, agency, branch, or shop trains them how! Knockout Networking for Financial Advisors is the only book wr...
| Clasificación: | Libro Electrónico |
|---|---|
| Autor principal: | |
| Formato: | Electrónico eBook |
| Idioma: | Inglés |
| Publicado: |
Hoboken :
John Wiley & Sons, Inc.,
2020.
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| Temas: | |
| Acceso en línea: | Texto completo |
Tabla de Contenidos:
- Cover
- Title Page
- Copyright
- Contents
- Preface
- Networking, Like Boxing, Is about the Connection
- Jumping Rope, the Heavy Bag, and Roadwork
- Networking Is Your Knockout Punch!
- Bottom Line!
- Part 1 Opening Rounds
- Chapter 1 Networking Is the Key to a Successful Career (Especially in Financial Services)
- Why Financial Advisors Should Network
- Top Producers Should Network Too
- Why Financial Advisors Don't Network
- Chapter 2 What Is Networking?
- Six Reasons for Networking
- Why Understanding the Six Reasons for Networking Is Important
- What Is Networking Anyway?
- Chapter 3 Why You Won't Connect with Everyone
- One-Thirder Dynamic
- Two-Thirder Dynamic
- Focus on the One-Thirders!
- Zero-Thirder Dynamic
- Mirror Image
- Sometimes You Can Reduce the Fraction
- Part 2 The Rules of Networking™
- Chapter 4 No Selling Ever
- The Cost of Selling at a Networking Event
- Trade Shows: An Exception to the Rule
- Chapter 5 Everyone Is Not a Prospect
- What Is a Prospect Anyway?
- True and Probable Referral Sources
- Natural Market
- Prospecting Is Important!
- Chapter 6 Focus on a Target Market
- How I Discovered My Target Market
- Do You Have the Right Formula?
- How to Discover, Establish, and Develop Your Target Market
- Why Advisors Resist Having a Target Market
- Remember, Stay Focused!
- Chapter 7 Create (and Use!) Your Elevator Speech
- Profession
- Expertise
- Environments
- Call to Action
- The Rules of the PEEC Statement
- Sample PEEC Statements
- Chapter 8 Business Cards Breed Business
- Have Your Business Cards and Other Tools of the Trade
- It Is Never About You
- Always Be Positive, Professional, and Respectful
- Look the Part
- Know about Contacts, Leads, and Referrals
- Count Your Chickens and Eggs
- Eat and Drink Strategically
- Initiate Conversations by Introducing Yourself and Asking Questions
- Have a Goal and a Plan
- Listen More, Talk Less
- Keep Your Eyes Focused on Your Conversation
- Introduce Others with Passion
- Implement a Time Limit
- Intend to Follow Up
- Terminate Conversations Politely
- It's a We Thing, Not a Me Thing
- Get to Know: The Know, Like, and Trust Factor
- Have Fun!
- Part 3 Where to Go, What to Say,and Who to Meet
- Chapter 9 Where to Go?
- Not All Events Are Created Equal
- Hard Contact Meetings
- Soft Contact Meetings
- You Can't Just Show Up
- Chapter 10 What to Say?
- What Prevents Us from Listening?
- Four-Step Process for Active Listening
- Initiate Conversations by Introducing Yourself and Asking Questions
- Chapter 11 Who Will You Meet?
- The Faces of Networking
- People Seldom Change
- Part 4 Special Topics
- Chapter 12 How to Handle Awkward Situations
- How Do I Introduce Myself?
- How Do I Introduce Others in a Conversation Without Being Rude?
- How Do I Introduce Others and Walk Away?
- What Should I Do If I Forget Someone's Name?