12 Steps to Your Personal Success in the 401(k) and Small Plan Market

Introduction

Step 1 — Five Myths and Five Truths
Why the 401(k) and small plan market is good for you

Step 2 — 25 Years in 15 Minutes
What has happened in this market up to now

Step 3 — A Mature Market? Not Hardly!
Why this market will grow to $6 to 8 trillion in assets over the next decade, and how to get your share

Step 4 — Who's in Charge Here?
Six basic rules for working with decision-makers, and the four stages of the plan sales cycle

Step 5 — Four Key Categories of Needs
How to uncover the important needs that drive plan sales and conversions

Step 6 — The Price of Admission
What plan services cost and who foots the bills

Step 7 — How to Keep it SIMPLE
How to help decision-makers overcome their fear of "red tape" and complexity

Step 8 — Planning the Menu
How to offer the investment choices and services today's plans need

Step 9 — Keeping the "Kitchen" Tidy
Administration and recordkeeping services, and the "chefs" who serve them up

Step 10 — Fine Points of Plan Design
Key design decisions that help plans get more bang for their bucks

Step 11 — How to Build and Maintain Plan Assets
Services that help you stay connected to plans and keep getting paid

Step 12 — Pots of Gold at the End of Your Rainbow
How to capture distributions and generate new personal clients

Conclusion
Overcome your "Ultimate Objection" in this market

Special Bonus Section
Your opportunities under retirement plan provisions of the new tax law

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Activity Workbook for 12 Steps to Your Personal Success in the 401(k) and Small Plan Market

Step 1 — Activity: Talk to People About Their Retirement Plans

Step 2 — Activity: Interview a Business Owner

Step 3 — Activity: Create a List of Prospect Companies in Your Market

Step 4 — Activity: Make an Initial Contact With One Company

Step 5 — Activity: Interview a Decision-Maker, Identify Needs and Support Action

Step 6 — Activity: Evaluate Plan Costs for a Company

Step 7 — Activity: Motivate the Business Owner to Start a SIMPLE IRA

Step 8 — Activity: Obtain Information About the Investment Menu Choices of Turnkey Plan Providers

Step 9 — Activity: Contact a Third Party Administrator in Your Market

Step 10 — Activity: Develop a Request for Proposal

Step 11 — Activity: Attend a Participant Education Meeting

Step 12 — Activity: Counsel a Plan Participant on How to Handle a Distribution

Appendix — 401(k) Plan Fee Disclosure Forms

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