Knockout Networking for Financial Advisors and Other Sales Producers: More Prospects, More Referrals, More Business

  • 4h 27m
  • Michael Goldberg
  • John Wiley & Sons (US)
  • 2020

90% of financial advisors fail at being financial advisors. Why? Because advisors, brokers, reps, and agents need to see more people to make more sales appointments. And nobody in their firm, agency, branch, or shop trains them how! Knockout Networking for Financial Advisors is the only book written for sales producers in the financial services industry focused on making more connections through networking

In the wake of the COVID 19 pandemic, networking, developing relationships, generating referrals, and making important connections are as important as ever. The ideas and approaches in Knock Out Networking for Financial Advisors can be applied immediately to virtual meetings, online networking groups, social media, podcasts, and of course, phone calls. The problem is, most advisors and sales producers are not born networkers; they develop the skills and confidence through education, training, practice, and having a positive attitude.

Knockout Networking for Financial Advisors covers everything you need to know about going to the right places (virtual or not!), saying the right things, and meeting the right people―essential skills for a financial advisor or sales producer that's serious about making more and better connections! The result? More prospects, more referrals, and more business.

Author Michael Goldberg is a networking specialist, speaker, trainer, author (and boxer!) focused on helping financial advisors, brokers, agents, reps, wholesalers, and other sales producers grow their business or practice through networking.

In this “must read if you're a financial advisor” book, you will learn how to:

  • Confidently meet and greet new people in business settings
  • Further define your Target Market to establish more and better connections
  • Deliver a “knockout” elevator speech (not a script!)
  • Generate more prospects and referrals from current client base
  • Establish important relationships generating more business opportunities

Bottom line, networking is the most effective way to attract more prospects, more referrals, and more business to your corner. Remember—keep the left up!

About the Author

MICHAEL GOLDBERG is a networking expert specializing in helping financial advisors, brokers, agents, reps, product wholesalers, and other sales producers grow their business. His clients include Morgan Stanley, Merrill Lynch, John Hancock Investments, Northern Trust, Griffin Capital, SAP, Brother International, Rabobank, Guardian Life, Jackson National, State Farm Insurance, and Chubb. Michael is also a two-time TEDx speaker, a Certified Speaking Professional and an award-winning adjunct professor at Rutgers University.

In this Book

  • Networking is the Key to a Successful Career: (Especially in Financial Services)
  • What is Networking?: Having a Networking Mindset
  • Why You Won't Connect with Everyone: The One-Thirder Dynamic
  • No Selling Ever: Keep Bobbing and Weaving
  • Everyone is Not a Prospect: Don't Waste Your Punches
  • Focus on a Target Market: Hit Those Focus Mitts
  • Create (and Use!) Your Elevator Speech: The PEEC Statement™
  • Business Cards Breed Business: And Other Rules of Networking™
  • Where to Go?: Chambers, Associations, and Other High-Potential Events
  • What to Say?: How to Start a Conversation, Ask Good Questions, and Connect
  • Who will You Meet?: The Faces of Networking
  • How to Handle Awkward Situations: Forgetting Names and Other Weird Moments
  • Knockout LinkedIn Strategies: Boom!
  • Generating more Referrals: Why Don't You Get More?
  • One-on-One Networking Meetings: How to PUNCH Up Your Time Over Coffee
  • The Four Phases of Networking: Preparation, Presentation, Follow-up, Maintenance
  • What Now? 90-Day Goals: Putting Your "Daily Fight Plan" into Action!