Fear Selling For Financial Advisors Download Ebook PDF Epub Online

Author : Paul F. Borgese
Publisher : Fear Marketing Group
Release : 2005-06-01
Page : 376
Category : Business & Economics
ISBN 13 : 9781886489134
Description :


Top financial advisors earn big bucks and so have the luxury of hiring staff and investing in sales and marketing systems that keep them winning clients with little effort. But you know if you are starting up as a financial advisor that the going can be rough at first. Recent turnover statistics show that up to 68% of new financial advisors fail within their first year. Why do they fail? Well, whether you are working for a large financial institution or if you are an independent advisor, you basically are running your own small business. You have to brand yourself, market yourself, and sell yourself. Unfortunately, many financial advisors whom we train don't understand that they are in business for themselves. They have little formal sales training and limited marketing knowledge. They don't know how to set up their own sales and marketing systems - but that's exactly what they have to do if they want to survive in today's cut-throat financial services arena. This book includes all the information from the 2nd edition of FEAR Selling plus newly developed strategies, tactics and techniques specially designed for Financial Advisors. FEAR Selling For Financial Advisors covers everything you need to know to be a top producer. Find out how to: keep a steady stream of prospects calling you, target wealthy investor segments, set up a highly leveragable referral system, cold call with confidence, position yourself effectively through your 30-Second Commercial, get your prospects curious enough to invite you in to sell them more, bond quickly through proven trust-building techniques, ask the right questions at the right times to the right people, and tailor your offerings to your prospects sothat they buy now. For more information, go to www.FEARSelling.com.


Author : Ivan M. Illan
Publisher : John Wiley & Sons
Release : 2018-12-06
Page : 384
Category : Business & Economics
ISBN 13 : 1119504104
Description :


A must-have reference for financial advisors In step-by-step detail, Success as a Financial Advisor For Dummies covers how a current or would-be financial advisor can maximize their professional success through a series of behaviors, activities, and specific client-centric value propositions. In a time when federal regulators are changing the landscape on the standard of care that financial services clients should expect from their advisors, this book affords professionals insight on how they can be evolving their practices to align with the regulatory and technological trends currently underway. Inside, you’ll find out how a financial advisor can be a true fiduciary, how to compete against the growing field of robo-advisors, and how the passive investing trend is actually all about being an active investor. Additionally, you’ll discover time-tested advice on building and focusing on client relationships, having a top advisor mindset, and much more. Master the seven core competencies Attract and win new business Pick the right clients Benchmark your performance Start your own firm Brimming with practical expert advice, Success as a Financial Advisor For Dummies is a priceless success tool for any wannabe or experienced financial advisor.


Author : David Edward Marcinko
Hope Rachel Hetico
Publisher : CRC Press
Release : 2014-12-09
Page : 744
Category : Business & Economics
ISBN 13 : 1482240297
Description :


Drawing on the expertise of multi-degreed doctors, and multi-certified financial advisors, Comprehensive Financial Planning Strategies for Doctors and Advisors: Best Practices from Leading Consultants and Certified Medical Planners will shape the industry landscape for the next generation as the current ecosystem strives to keep pace.Traditional g


Author : Harry Beckwith
Publisher : Grand Central Publishing
Release : 1999-06-14
Page : 272
Category : Business & Economics
ISBN 13 : 0446930032
Description :


SELLING THE INVISIBLE is a succinct and often entertaining look at the unique characteristics of services and their prospects, and how any service, from a home-based consultancy to a multinational brokerage, can turn more prospects into clients and keep them. SELLING THE INVISIBLE covers service marketing from start to finish. Filled with wonderful insights and written in a roll-up-your-sleeves, jargon-free, accessible style, such as: Greatness May Get You Nowhere Focus Groups Don'ts The More You Say, the Less People Hear & Seeing the Forest Around the Falling Trees.


Author : Michael Goldberg
Publisher : John Wiley & Sons
Release : 2020-03-31
Page : 304
Category : Business & Economics
ISBN 13 : 1119649102
Description :


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 networking In 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 opportunities Bottom line, networking is the most effective way to attract more prospects, more referrals, and more business to your corner. Remember—keep the left up!


Author : Jay Conrad Levinson
Grant W. Hicks
Publisher : Morgan James Publishing
Release : 2016-07-12
Page : 389
Category : Business & Economics
ISBN 13 : 1630478148
Description :


Guerrilla Marketing is different from traditional marketing. Instead of investing money in the marketing process, readers will discover proven examples of how to invest time, energy and imagination into growing their business. Financial professionals will be able to grow their capacity by implementing key practice management processes including: Identify and attract better ideal clients to manage your growth effectively Gather more revenue and get more referrals by implementing proven processes Inspire clients to act quickly through articulating your ideal client experience and case studies Build key practice management processes to build ideal capacity such as feedback and your value proposition.


Author : Tom Hopkins
Publisher : Made For Success Publishing
Release : 2016-02
Page : 196
Category : Business & Economics
ISBN 13 : 1613398034
Description :


Whether you’re a financial services expert or novice, you understand the business. You’ve worked hard to gain your product knowledge. You watch industry trends. But, do you know how to talk to clients so they’ll listen? The Art of Selling Financial Services depends upon the collaboration of listing and understandably communicating to clients. Learning how to quickly gain the trust of others, get them to like you, take your advice, and become long-term clients is the foundation for every successful business. Tom Hopkins has been training in the financial services industry since 1990 and he has developed methods to help you communicate to your clients and you understand what your clients want from you. Once you know what clients want, you can learn how to provide it! Financial services representatives have turned to Tom Hopkins for years for his proven-effective, professional selling strategies which have helped them learn how to help more of their clients make financial planning decisions. How to Master the Art of Selling Financial Services, will help you: Learn effective ways to talk with clients and calm their fearsAsk the right questions to get clients talking about their needsImplement client feedback so that you can provide your best serviceIncrease your sales ratios with closing strategies that make sense to your clientsGrow your business with powerful, yet simple referral strategies Tom Hopkins’ methods will teach you how to master the art of selling financial services more effectively and efficiently than ever before!


Author : Prince Sarpong
Publisher : Centre for Financial Planning Studies
Release : 2020-02-24
Page : 284
Category : Business & Economics
ISBN 13 : 0620865601
Description :


Portfolio Management for Financial Advisors aims to provide both financial planning practitioners and students with the requisite theoretical and practical foundations of portfolio management. Chapter 1 presents an overview of the asset management industry and looks at the different segments and developments in the industry. Chapter 2 discusses the role of financial advisors as money doctors and reviews recent studies on the value of advice and how financial advisors can effectively execute their role as money doctors. Chapter 3 focuses on Modern Portfolio Theory (MPT) and presents a historical discussion as well as the major MPT concepts relevant to financial advisors. Chapter 4 covers behavioural finance and discusses the historical development as well as the different arguments in behavioural finance. The portfolio management process is covered in Chapter 5 and Chapter 6 deals with measuring investment risk and return, the construction of efficient portfolios, issues in portfolio selection and some recent studies in the robo-advisory space.


Author : John E. Grable
Joseph W. Goetz
Publisher : John Wiley & Sons
Release : 2017-02-02
Page : 240
Category : Business & Economics
ISBN 13 : 1119350778
Description :


Exploring the Human Element of Financial Planning Communication Essentials for Financial Planners tackles the counseling side of practice to help financial planners build more productive client relationships. CFP Board’s third book and first in the Financial Planning Series, Communication Essentials will help you learn how to relate to clients on a more fundamental level, and go beyond "hearing" their words to really listen and ultimately respond to what they're saying. Expert coverage of body language, active listening, linguistic signals, and more, all based upon academic theory. There is also an accompanied set of videos that showcase both good and bad communication and counseling within a financial planning context. By merging written and experiential learning supplemented by practice assignments, this book provides an ideal resource for any client-facing financial professional as well as any student on their pathway to CFP® certification. Counseling is a central part of a financial planner's practice, and attention to interpersonal communication goes a long way toward progressing in the field; this guide provides practical instruction on the proven techniques that make a good financial planner great. Build client relationships based on honesty and trust Learn to read body language and the words not spoken Master the art of active listening to help your clients feel heard Tailor your communications to suit the individual client's needs The modern financial planning practice is more than just mathematics and statistical analysis—at its heart, it is based on trust, communication, and commitment. While interpersonal skills have always been a critical ingredient for success, only recently has this aspect been given the weight it deserves with its incorporation into the certification process. Communication Essentials for Financial Planners provides gold-standard guidance for certification and beyond.


Author : Judith A. Martindale
Mary J. Moses
Publisher : iUniverse
Release : 1999-06-01
Page : 207
Category : Self-Help
ISBN 13 : 1583484574
Description :


Here is an easy way for you to plan for your financial freedom in your golden years.Learn: Easy steps to evaluate your present position. What to expect from Social Security. Simple instructions on how to participate in retirement planning with your spouse. Real-life advice from women who have already retired. How to take the mystery out of financial terms and plans.A dynamic, hard-hitting and up-to-the-minute guide to prevent poverty in old age for women. Written in an easy-to-understand style, readers will be motivated to take steps to bring financial security to their futures. Ms. Martindale and Ms. Moses have writtenthecrucial work on women and how they relate to money on all levels: emotional, practical, and psychological. The authors offer practical suggestions for creating a successful retirement plan based on their many seminars and interviews with women of all ages. --Focus On BooksThe authors provide clear, encouraging advice for all women who need to think about their futures. Highly recommended. --David Rouse, Booklist


Author : Adri Miller-Heckman
Publisher : Vervante
Release : 2009-06-01
Page : 192
Category : Business & Economics
ISBN 13 : 1934509256
Description :


Seminar industry veteran Miller-Heckman reveals her step-by-step process for creating events that produce results and convert attendees into satisfied clients.


Author : David Grau, Sr.
Publisher : John Wiley & Sons
Release : 2014-06-02
Page : 224
Category : Business & Economics
ISBN 13 : 1118866428
Description :


This book is going to challenge you and everything you think you know about succession planning. For independent advisors, succession planning is quickly becoming the cornerstone to a strategic growth strategy designed to perpetuate their business and their income streams beyond their own lifetime, while providing a multi-generational service platform that attracts and rewards younger advisors. This makes succession planning one of the most, if not the most, important practice management tools in this industry today. As an independent financial advisor, now is the time to address the question of what will happen to your practice and your clients after you “exit the building.” In most cases, the answers are right in front of you. Thankfully, Succession Planning for Financial Advisors: Building an Enduring Business has arrived to transform today’s practices into businesses designed to endure and prosper and serve generations of clients. Learn how to create a “Lifestyle Succession Plan” that can provide a lifetime of income and benefits to the founder even as he/she gradually retires on the job Unlock the power of equity management – the best planning and building tool an independent advisor owns Learn how to attract and retain the best of the next generation to help you build a great business and to support your succession plans and care for your clients and their families Determine precisely when to start a formal succession plan and related continuity plan so that your business can work for you when you need it most Understand why succession planning and selling your business are completely different strategies, but how they can complement each other when used correctly 95% of independent financial service professionals are one owner practices. To the positive, these practices are among the most valuable professional service models in America. But almost all advisors are assembling their practices using the wrong tools – tools borrowed from historically successful, but vastly different models including wirehouses, broker-dealers, and even OSJ’s and branch managers. Revenue sharing, commission splitting and other eat-what-you-kill compensation methods dominate the independent sector and virtually ensure that today’s independent practices, if left unchanged, will not survive the end of their founder’s career. It is time to change course and this book provides the map and the details to help you do just that. For independent practice owners and staff members, advisors who want to transition to independence, as well as accountants, attorneys, coaches and others involved in the financial services space, there are invaluable lessons to be learned from Succession Planning for Financial Advisors. Written by the leading succession planning expert in the financial services industry, former securities regulator, M&A specialist, and founder of the nationally recognized consulting and equity management firm, FP Transitions, David Grau Sr., JD, has created an unmatched resource that will have an enduring and resounding impact on an entire industry.


Author : William Fears
Publisher : 1st World Publishing
Release : 2002-02
Page : 288
Category : Body, Mind & Spirit
ISBN 13 : 9781887472920
Description :


The Memoirs of Senator William E. Fears Jr. None of Alfred B. Fear's children, wives or relatives were formally educated except a couple of years in a one room school house, and a whole lot of "hard knock" experience. Earl Jr. knows little of this except he was born in a one room log house built on the Fear's farm, but his family got enough to eat so that he wasn't brain damaged too early. Aunt Myrtle was a beautifully structured woman, and somehow got to New York City, took some kind of secretarial course, and found a secretarial job. She was intelligent, and learned to speak, read, and write proper English. She also learned the proper social amenities of the time. Somehow she met and married a United States Military Academy graduate named Frederick E. Humphreys ¿


Author : John P. Napolitano
Publisher : Penguin
Release : 2007
Page : 328
Category : Business & Economics
ISBN 13 : 9781592576869
Description :


According to the U.S. Office of Statistics, financial planning is one of the fastest-growing careers in America today. Over 200,000 financial presently work in the marketplace, and the growth rate continues in the double digits. Of those financial planners, over 40 percent are self-employed or outside affiliates with financial institutions. Certified financial planners usually come from financial backgrounds, including accountants, bankers, MBAs, or brokers. But what do you need to become a CFPr and how can you make it a successful career path? The Complete Idiot's Guide to Success as a Personal Financial Planner has it all.


Author : Mark C. Tibergien
Owen Dahl
Publisher : John Wiley and Sons
Release : 2010-05-13
Page : 331
Category : Business & Economics
ISBN 13 : 9780470884980
Description :


Financial planning is a young industry. The International Association of Financial Planning—one of the predecessors to the Financial Planning Association—was formed less than forty years ago. But as the profession's first tier of advisers reaches maturity, the decisions that may be part of transition planning for their firms loom large. A sale? A partner buyout? A merger? No matter what the choice, its viability hinges on one critical issue—the value of the firm. Unfortunately, many advisers--whether veteran or novice—simply don't know the worth of their practice or how to influence it. That's why How to Value, Buy, or Sell a Financial-Advisory Practice is such an important book. It takes advisers carefully through the logic and the legwork of coming to a true assessment of one of their most important personal assets—their business. Renowned for their years of experience helping advisers tackle the daunting challenges related to the valuation, sale, and purchase of advisory firms, Mark C. Tibergien and Owen Dahl offer guidance that's essential and solutions that work.


Author : Kremena K. Bachmann
Enrico G. De Giorgi
Publisher : John Wiley & Sons
Release : 2018-05-10
Page : 256
Category : Business & Economics
ISBN 13 : 1119453739
Description :


An essential framework for wealth management using behavioral finance Behavioral Finance for Private Banking provides a complete framework for wealth management tailored to the unique needs of each client. Merging behavioral finance with private banking, this framework helps you gain a greater understanding of your client’s wants, needs, and perspectives to streamline the decision making process. Beginning with the theoretical foundations of investment decision making and behavioral biases, the discussion delves into cultural differences in global business and asset allocation over the life cycle of the investment to help you construct a wealth management strategy catered to each individual’s needs. This new second edition has been updated to include coverage of fintech and neurofinance, an extension of behavioral finance that is beginning to gain traction in the private banking space. Working closely with clients entails deep interpersonal give and take. To be successful, private banking professionals must be as well-versed in behavioral psychology as they are in finance; this intersection is the heart of behavioral finance, and this book provides essential knowledge that can help you better serve your clients’ needs. Understand the internal dialogue at work when investment decisions are made Overcome the most common behavioral biases—and watch for your own Learn how fintech and neurofinance impact all aspects of private banking Set up a structured wealth management process that places the client’s needs front and center Private banking clients demand more than just financial expertise. They want an advisor who truly understands their needs, and can develop and execute the kind of strategy that will help them achieve their goals. Behavioral Finance for Private Banking provides a complete framework alongside insightful discussion to help you become the solution your clients seek.


Author : United States. Securities and Exchange Commission
Publisher :
Release : 2003
Page :
Category : Securities
ISBN 13 :
Description :



Author : Douglas Boneparth
Heather Boneparth
Publisher : Red Wheel/Weiser
Release : 2017-08-21
Page : 224
Category : Business & Economics
ISBN 13 : 163265900X
Description :


The world today comes with a list of challenges. Figuring out how to get your feet planted and get your finances on track should be easier, but we’re not always prepared with the best information despite the best education. Enter The Millennial Money Fix, a candid guide to understand how to handle your money with the obstacles of today. This book will get you through each step including: Identifying honest and realistic goals. Selecting and paying for a college or graduate program. Mastering cash flow to jumpstart your life. Navigating the job landscape to do what you love. Planning for marriage, babies, and all that gushy stuff. Redefining retirement as your ability to do what you want.


Author : G. Scott Budge
Publisher : John Wiley & Sons
Release : 2008-12-03
Page : 196
Category : Business & Economics
ISBN 13 : 9780470435281
Description :


Praise for The New Financial Advisor "For those of us who are working day to day on the frontier of wealth management, Scott Budge has done a remarkable job of mapping out this new territory--helping families achieve life outcomes. Budge's book is a valuable primer for advisors who are ready to embrace the psychological aspects of their role with families as a complement to their financial expertise." --Dirk Junge, Chairman and CEO, Pitcairn "At the time when the qualitative issues of human development are becoming the dominant questions for families, Scott Budge's defining of the New Financial Advisor brings to life the kind of advisor who will be most helpful to families in the years to come." --James (Jay) E. Hughes, author of Family Wealth: Keeping It in the Family and Family: The Compact Among Generations "The modern financial advisory landscape is more complex than most advisors realize. Successful advisors will gain a map and a compass if they take advantage of Scott Budge's many insights and words of wisdom. The New Financial Advisor keeps the focus on outcomes, and advisors will discover investment solutions uniquely suited for families." --Charlotte B. Beyer,founder and CEO, Institute for Private Investors "Scott Budge has written a wise, warm, and informative guide to navigating the human side of wealth management. The New Financial Advisor should be on the short list of required reading for anyone who aspires to the role of 'Most Trusted Advisor.' I know I'll be consulting it often." --Elizabeth P. Anderson, CFA, Beekman Wealth Advisory, LLC "Scott has rightly perceived that today's financial advisors can play a different role--helping their clients navigate their family relationships around wealth. The New Financial Advisor's theory and practices provides examples to achieve this goal." --Charles W. Collier, Senior Philanthropy Advisor, Harvard University, and author of Wealth in Families


Author : Meir Statman
Publisher : Oxford University Press
Release : 2017
Page : 396
Category : Business & Economics
ISBN 13 : 019062647X
Description :


Finance for Normal People shows how behavioral finance offers numerous insights into the performance of investors and managers as well as the functioning of markets. Meir Statman, a founder of behavioral finance, provides a unified approach to understanding financial behavior. He draws on his extensive experience and the most insightful research to enhance our awareness about the short-cuts and errors that normal people make in financial decisions and planning.He also emphasizes the importance learning the lessons of behavioral finance and applying them to banish ignorance, gain knowledge, and increase the ratio of smart to stupid behavior on our way to what we want.Behavioral finance is finance for normal people who experience cognitive and emotional errors, including overconfidence, exaggerated fear, and unrealistic hope. Normal people want to beat the market and feel pride they make gains and regret when they make losses. They also care about their familiesand social values. Normal people make important decisions about forming portfolios, saving and spending in working years and retirement, and readily taking gains while being reluctant to realize losses. As a result, normal people's wants and errors affect financial markets.With financial markets uncertain, standard approaches to finance suffer from wide cracks between theory, guidance, and evidence. With ordinary people uneasy about their financial future, Finance for Normal People encourages changing how we think and act in the pursuit of our goals.