Knockout Networking for Financial Advisors and Other Sales Producers - More Prospects, More Referrals, More Business

Informationen zum Autor MICHAEL GOLDBERG is a networking expert specializing in helping financial advisors, brokers, agents, reps, product wholesalers, and other sales producers grow their business. His clients include Morgan Stanley, Merrill Lynch, John Hancock Investments, Northern Trust, Griffin Capital, SAP, Brother International, Rabobank, Guardian Life, Jackson National, State Farm Insurance, and Chubb. Michael is also a two-time TEDx speaker, a Certified Speaking Professional and an award-winning adjunct professor at Rutgers University. Klappentext 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 written for sales producers in the financial services industry focused on making more connections through networkingIn the wake of the COVID 19 pandemic, networking, developing relationships, generating referrals, and making important connections are as important as ever. The ideas and approaches in Knock Out Networking for Financial Advisors can be applied immediately to virtual meetings, online networking groups, social media, podcasts, and of course, phone calls. The problem is, most advisors and sales producers are not born networkers; they develop the skills and confidence through education, training, practice, and having a positive attitude.Knockout Networking for Financial Advisors covers everything you need to know about going to the right places (virtual or not!), saying the right things, and meeting the right people--essential skills for a financial advisor or sales producer that's serious about making more and better connections! The result? More prospects, more referrals, and more business.Author Michael Goldberg is a networking specialist, speaker, trainer, author (and boxer!) focused on helping financial advisors, brokers, agents, reps, wholesalers, and other sales producers grow their business or practice through networking.In this ?must read if you?re a financial advisor? book, you will learn how to:* Confidently meet and greet new people in business settings* Further define your Target Market to establish more and better connections* Deliver a ?knockout? elevator speech (not a script!)* Generate more prospects and referrals from current client base* Establish important relationships generating more business opportunitiesBottom line, networking is the most effective way to attract more prospects, more referrals, and more business to your corner. Remember?keep the left up! Zusammenfassung 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 written for sales producers in the financial services industry focused on making more connections through networkingIn the wake of the COVID 19 pandemic, networking, developing relationships, generating referrals, and making important connections are as important as ever. The ideas and approaches in Knock Out Networking for Financial Advisors can be applied immediately to virtual meetings, online networking groups, social media, podcasts, and of course, phone calls. The problem is, most advisors and sales producers are not born networkers; they develop the skills and confidence through education, training, practice, and having a positive attitude.Knockout Networking for Financial Advisors covers everything you need to know about going to the right places (virtual or not!), saying the right things, and meeting the right people--essential skills for a financial advisor or sales producer that's serious about making more and better connections! Th...

List of contents

Preface xi
 
Part 1 Opening Rounds 1
 
Chapter 1 Networking is the Key to a Successful Career (Especially in Financial Services) 3
 
Why Financial Advisors Should Network 3
 
Top Producers Should Network Too 6
 
Why Financial Advisors Don't Network 8
 
Chapter 2 What is Networking? Having a Networking Mindset 17
 
Six Reasons for Networking 18
 
Why Understanding the Six Reasons for
 
Networking is Important 23
 
What is Networking Anyway? 28
 
Chapter 3 Why You Won't Connect with Everyone: The One-Thirder Dynamic 37
 
One-Thirder Dynamic 39
 
Two-Thirder Dynamic 42
 
Focus on the One-Thirders! 43
 
Zero-Thirder Dynamic 44
 
Mirror Image 46
 
Sometimes You Can Reduce the Fraction 47
 
Part 2 The Rules of Networking(TM) 49
 
Chapter 4 No Selling Ever: Keep Bobbing and Weaving 51
 
The Cost of Selling at a Networking Event 54
 
Trade Shows: An Exception to the Rule 60
 
Chapter 5 Everyone is Not a Prospect: Don't Waste Your Punches 63
 
What is a Prospect Anyway? 65
 
True and Probable Referral Sources 69
 
Natural Market 71
 
Prospecting is Important! 73
 
Chapter 6 Focus on a Target Market: Hit Those Focus Mitts 75
 
How I Discovered My Target Market 76
 
Do You Have the Right Formula? 81
 
How to Discover, Establish, and Develop Your Target Market 84
 
Why Advisors Resist Having a Target Market 90
 
Remember, Stay Focused! 92
 
Chapter 7 Create (and Use!) Your Elevator Speech: The PEEC Statement(TM) 93
 
Profession 96
 
Expertise 99
 
Environments 101
 
Call to Action 103
 
The Rules of the PEEC Statement 106
 
Sample PEEC Statements 112
 
Chapter 8 Business Cards Breed Business: And Other Rules of Networking(TM) 115
 
Have Your Business Cards and Other Tools of the Trade 116
 
It is Never About You 119
 
Always Be Positive, Professional, and Respectful 120
 
Look the Part 121
 
Know about Contacts, Leads, and Referrals 122
 
Count Your Chickens and Eggs 124
 
Eat and Drink Strategically 124
 
Initiate Conversations by Introducing Yourself and Asking Questions 125
 
Have a Goal and a Plan 126
 
Listen More, Talk Less 127
 
Keep Your Eyes Focused on Your Conversation 127
 
Introduce Others with Passion 128
 
Implement a Time Limit 129
 
Intend to Follow Up 130
 
Terminate Conversations Politely 131
 
It's a We Thing, Not a Me Thing 132
 
Get to Know: The Know, Like, and Trust Factor 133
 
Have Fun! 133
 
Part 3 Where to Go, What to Say, and Who to Meet 135
 
Chapter 9 Where to Go? Chambers, Associations, and Other High-Potential Events 137
 
Not All Events are Created Equal 138
 
Hard Contact Meetings 140
 
Soft Contact Meetings 142
 
You Can't Just Show Up 153
 
Chapter 10 What to Say? How to Start a Conversation, Ask Good Questions, and Connect 155
 
What Prevents Us from Listening? 156
 
Four-Step Process for Active Listening 157
 
Initiate Conversations by Introducing Yourself and Asking Questions 159
 
Chapter 11 Who Will You Meet? The Faces of Networking 167
 
The Faces of Networking 168
 
People Seldom Change 175
 
Part 4 Special Topics 177
 
Chapter 12 How to Handle Awkward Situations: Forgetting Names and Other Weird Moments 179
 
How Do I Introduce Myself? 180
 
How Do I Introduce Others in a Conversation Wi

Product details

• Authors: M Goldberg, Michael Goldberg, Goldberg Michael
• Publisher: Wiley, John and Sons Ltd
• Languages: English
• Product format: Hardback
• Released: 31.03.2020
• EAN: 9781119649090
• ISBN: 978-1-119-64909-0
• No. of pages: 304
• Subjects: Natural sciences, medicine, IT, technology > IT, data processing > Data communication, networks; Social sciences, law, business > Business > Business administration; Management, Informatik, Netzwerke, Netzwerk, Networking, computer science, Business & management, Wirtschaft u. Management, Spezialthemen Wirtschaft u. Management, Business & Management Special Topics