Research Catalog

Title

Tested in the trenches : a 9-step plan for building and sustaining a million-dollar financial services practice / Ron Carson, Steve Sanduski.

Author

Carson, Ron.

Publication

Chicago : Dearborn Trade Pub., [2005], ©2005.

Items in the Library & Off-site

Holdings

Details

Additional Authors

Sanduski, Steve.

Description

xv, 276 pages : illustrations; 23 cm

Summary

"With more than one million financial services practitioners in the United States and Canada, competition for clients can be intense. While some professionals believe that working furiously around the clock at the expense of a personal life is the route to success, top-producing industry veterans Ron Carson and Steve Sanduski disagree. They believe that financial services is a commodity business, and as such, that performing better, delivering better financial plans, or having access to certain products doesn t differentiate advisors effectively. Rather, differentiating through service, brand and relationship is the only sustainable way advisors can compete." "In Tested in the Trenches: A 9-Step Plan for Building and Sustaining a Million-Dollar Financial Services Practice the authors explain how securities representatives, insurance professionals, investment advisors and CPAs can do just that...and create great lives along the way."--BOOK JACKET.

Subject

• Financial planning industry > Vocational guidance

Note

• Includes index.

Contents

1. Gain personal and professional clarity through the blueprinting process -- 2. Get the right people on the team -- 3. Systematize everything -- 4. Improve your effectiveness -- 5. Build your brand -- 6. Build relationships and communicate -- 7. Focus marketing efforts on top clients and prospects -- 8. Deliver client events -- 9. Follow the habits of top achievers.

ISBN

1419501585

LCCN

2004025395

OCLC

• ocm57134682
• SCSB-5180551

Owning Institutions

Columbia University Libraries