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12 Steps to your Personal Success in the 401(k) and Small Plan Market
 280 Pages  Activity Workbook |
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Price: $95.00 |
Newly Revised April 2007
Do you want to enter the 401(k) and small plan market?
Are you already in the retirement plan market but want to drive sales at a faster pace?
If the answer is yes, these are the books for you!
Find out:
- How to succeed in this market in a time-efficient way, without becoming a pension expert.
- How to talk to business owners about meeting their needs in powerful yet simple terms.
- How to add value in technical areas without becoming a technical expert yourself.
- How to develop and use a support team while leveraging your existing expertise in financial services.
- Why this market will lead you to not one but many "pots of gold at the end of the rainbow".
The books suggest step-by-step activities that you can implement in your practice right now, that will move you into this market quicker than you may think possible.
Written by an outstanding and well known financial marketing consultant.
Want to Know More?
The Book That Will Boost Your Career Selling Retirement Benefits
How would you like to find a business that is practically immune to economic cycles? Even at the bottom of a recession, money keeps pouring into your pocket.
Wouldn't you like to insulate your business from stock market downturns? Even when the Dow is at rock bottom, your clients keep right on investing.
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"The 12 step book on the small plan market....helped me to focus on work that generated $1.6 million
in new business."
— Jim Doll
Investment Centers of America Belvedere, Illinois "This book is wonderful! I am the small business 401K product manager for our bank. The book and the workbook have proven invaluable in the training of our specialists. Well worth the investment!!" — Denise S. Prince,
Vice President Branch Banking and Trust Co., Institutional Trust Services |
What about prospecting? How many hours does it take to find a new client? Wouldn't it be nice to have influential people do that work for you, and pay you for the privilege?
How about trying to work through secretaries and screeners to reach business owners and decision-makers in your market. Wouldn't it be better to have business owners call you, and automatically consult you before making any important decision?
Or what about the catalyst events in people's lives, when they suddenly have several hundred thousand dollars to invest? You know how hard financial advisors work to find people at those points. How would you like to be standing first in line, almost every time?
Answering these questions won't make you smarter. But it might make you more successful, because it can help you work smarter in a huge market you may be overlooking — 401(k)s and small business retirement plans. Think of this as a market of perpetual cash flow. Once you set up a plan, automatic payroll savings will generate new investment assets in good economies and bad, up markets and down. As companies grow, so do their payrolls and plan investments. As assets accumulate, so will your earnings. Every plan becomes a new prospecting network for you, full of potential referrals from business owners and other influential individuals. If you serve the plan well, owners will also look to you for guidance on other financial decisions.
Finally, you will have a unique window through which to watch for catalyst events, including the biggest payday most employees ever experience — the day they leave the company and receive plan distributions, along with the burden of managing them.
How the Program in this Book Will Help You Succeed
In this program, we hope to help you capture the opportunity of the 401(k) and small plan market. Specifically, we'll show you:
- Why this market is a natural extension of smart career moves you've already made.
- How to succeed in this market in a time-efficient way, without becoming a pension expert.
- How to talk to business owners about meeting their needs, in powerful yet simple terms.
- How to add value in technical areas without becoming a technical expert yourself.
- How to develop and use a support team, while leveraging your existing expertise in financial services.
- Why this market will lead you to not one but many "pots of gold at the end of the rainbow."
We'll also suggest step-by-step activities that you can implement in your practice right now, that will move you into this market quicker than you may think possible.
About the Author
Rich White
Rich is a freelance financial writer, financial marketing consultant and financial analyst.
He has worked in this capacity for many clients in the New York market since 1981. From 1977-81, he was the editor-in-chief of Financial Planning magazine, then published by the International Association of Financial Planners.
His recent clients have included American Express Financial Advisors, AXA Financial, the Bond Marketing Association, the Closed-End Bond Fund Association, Chase Manhattan Bank, Conseco, Coregis, Dime Savings Bank, Evergreen Funds, First Union National Bank, Fleet Boston Financial Corp, Frank Russell Company, GE Capital, Invesco, J. & W. Seligman, MacKenzie Financial Services, MetLife, Prudential, Nathan & Lewis Securities, National Life of Vermont, SEI Investments, Sentinel Funds, William Blair Funds, The Selbst Group and Van Eck Funds.
Rich has written the training courses used by the Canadian Association of Independent Financial Advisors (CAIFA) on financial planning, mutual funds and investment markets.
He also has worked as editor-in-chief of professional newsletters published by the former Investors Press: 401(k) ALERT and Variable Products ALERT.
He graduated from Vanderbilt University in 1972 with a major in English. Rich lives in Dobbs Ferry, NY.
About the technical reviewer: William Karbon, MSPA, CPC
Bill is an enrolled actuary and a certified pension consultant employed by CBIZ Benefits & Insurance Services, Inc in Blue Bell, PA. He was highly recommended to perform this review by Ted Benna, the father of the 401(k) plan.
Questions? Please call 1-800-231-0669.
Price: $95.00 (includes both books)
