Top Gun Prospecting for Financial Professionals

Kimball, D. scott

ISBN 10: 0793178398 / ISBN 13: 9780793178391

Published by Kaplan Publishing, 2003

Item in good condition and has highlighting/writing on text. Used texts may not contain supplemental items such as CDs, info-trac etc. Seller Inventory # 00106190202

Synopsis:

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.

Bibliographic Details

Title: Top Gun Prospecting for Financial ...
Publisher: Kaplan Publishing
Publication Date: 2003
Binding: Hardcover
Condition: Good