Top Gun Prospecting for Financial Professionals
Editorial Reviews
Book Description
Prospecting, the process of contacting the right people with the idea of converting them to customers, is a critically important activity in the sales process. Since the stock market decline in 2000, financial professionals-many for the first time-are finding they need to prospect for customers.
Author and financial services professional Scott Kimball advocates that reps cut their book, or client base, dramatically and follow his proprietary prospecting process. Called the "Top Gun" method after the renowned U.S. Navy flight school, this process provides individuals with the strategies and tactics they need to perform at levels usually never reached by the average financial salesperson.
Kimball's Top Gun Prospecting for Financial Professionals is the only book to focus on prospecting for the financial services professional. It covers all aspects of the process, including contact management systems, lists, advertising, cold calling, direct mail, networking, seminars, referrals, the Internet, attitude, and time management.
Readers will learn how to:
* Execute and track the success of the four major prospecting process components.
* Identify new, rich sources for clients.
* Maximize the efficiency of the filtering/qualifying process, ensuring that salespeople meet only with highly qualified, "ripe" prospects.
* Approach prospects so they agree to a meeting to discuss their financial situations.
About the Author
D. Scott Kimball, a managing director for a major Wall Street investment bank and brokerage, has nearly 20 years of experience in the financial services industry. One of his first jobs was cold calling at E.F. Hutton. He later raised equity for private placements and built a retail brokerage business for Merrill Lynch.
After being recruited by Deutsche Banc Alex Brown, Kimball developed the "Top Gun prospecting principles" that helped him nearly triple his business during a period when most others in the industry experienced revenue decline.
Kimball is a graduate of UCLA and a former professional baseball player for the Toronto Blue Jays.
Top Gun Prospecting for Financial Professionals ,D. Scott Kimball,Kaplan Business,0793178398,Business & Economics,Business / Economics / Finance,Business/Economics,Customer Service,Investment advisors,Investments & Securities - General,Marketing,Success in business,Business & Economics / Personal Finance / Investing
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