Book Description
The art of selling financial products and services is a challenging process, requiring new skills and continuous learning to thrive in a constantly changing environment. With skeptical, bear-market bruised consumers demanding more for less, a solid, practical guideline is needed for both new and experienced salespeople to follow. 22 Keys to Success for Selling Financial Products and Services is the answer to this need. Each chapter addresses a fundamental issue in selling, representing the best practices of high-producing financial advisers and insurance professionals in the industry. Authors Jim Benson and Paul Karasik draw on their many years of personal experience in selling financial services to help all salespeople improve their skill sets and fundamental abilities. Succinctly and with engaging precision, the 22 precepts zero in on key issues--from qualifying clients to perfecting the sales presentation to overcoming objections--that financial services professionals need to master the art of selling. This handy guide for sales success is filled with powerful strategies, concepts, and principles, yet is easy and fast to read.
Customer Reviews:
Clear tips for selling financial products.......2006-02-23
Selling is not about pushing products any more. Pitches or sales gimmicks do not persuade the contemporary cynical, savvy consumer. In today's world, successful financial services and product sales professionals must build mutually beneficial relationships with their clients based on trust and respect. Authors James M. Benson and Paul Karasik use their experience and accomplishments in finance and insurance to identify 22 key sales strategies that anyone can use, including sales professionals in other industries. Much of the advice, for good or ill, is not specific to the area of financial services. Each chapter explains a tried-and-true, applicable sales strategy in an easy-to-understand format. You've heard some of these strategies before, but others will provide new fuel to energize your approach to sales. Each strategy makes sense and we recommend this book to everyone who sells financial products, whether you are a weathered sales veteran or a novice who is still finding your way.
Basic Review for Financial Planners.......2005-07-25
I have been a financial planner for a little over three years and I was reading this book to get some new ideas on growing my practice. Many of the ideas in this book I have read elsewhere. They just reinforced them in me, which is always good. I liked the Johari window idea in which you let everyone and remind everyone you meet what you do. I know sometimes I forgot exactly what some of my friends do. In the financial planning industry, I feel it is important to let everyone know all the things you can do and perhaps ask them to let their friends know about your services. Of course, don't push it - just give them a gentle reminder by weaving into the conversation every now and then.
This book would have been better if they had included more real life experiences from the people they have mentored. Hearing directly from them in their own words how they used each of these 22 keys would have made them more powerful.
In summary, this book is for someone who wants to reinforce the principles of sales success in the financial and insurance industry. For others who want new ideas they want to utilize in their practice, I would suggest looking elsewhere.
An incredible value for your money.......2004-08-31
Books that give genuinely new ideas -- or utterly practical tips -- on sales are worth their weight in gold. This one does both. The instructions on how to create your own One-Minute Positioning statement alone are worth 10 times the price of the book -- it is absolutely the best technique around for explaining to people in a brief statement what you do and why they should be interested.
Narrow Your Focus and Do More of What Works.......2004-05-10
Review Summary: 22 Keys to Sales Success has some very fine material in it. The book would have been much improved if it had focused on one type of sales professional in one type of organization looking for one type of client (a new life insurance salesperson in a small agency dealing with owners of small businesses, for example). That would have allowed the material to have been more focused and customized for immediate use. At the same time, some of the material just doesn't fit certain classes of sales professionals. If you are wise enough to ignore what doesn't fit, this book can greatly improve your success.
Review: The authors are clearly well read and have had a lot of experience going to seminars. The many references to the works of others are appropriate and add depth to this otherwise simple book. From that authority, they provide many helpful suggestions that will be essential to newcomers to financial sales and valuable to experienced people who aren't using the advice.
I thought that the advice to Create Your Compelling Vision, Position with Mission, Energize Your Success, Open the Johari Window, Market Yourself as the Expert, Focus on Clients (Not Compensation), Demand Objections, and Be Your Own Sales Manager were superb. I was skeptical about the strong emphasis on continuing efforts to close, scripts and the suggested ways to get referrals. The material in the book seemed inauthentic to me in these areas as a professional, and I graded the book down accordingly.
It seemed like the book was aimed more at those selling insurance products for life and retirement than anything else. So if that's what you sell, this book is probably good for you. If you are a financial planner who looks at all dimensions of planning, this book is probably too sales-oriented to meet your professional standards. If you are an attorney, you will probably find much of what the book says to be appalling in its commercial focus.
One of the ironies of this book is that the authors suggest that you focus in as narrow a niche of services and customers as possible. I wonder why they didn't follow their own advice in writing this book.
Book Description
Hiring financial help is a task that many otherwise savvy people approach the wrong way, opting to go on recommendations from family and friends, chance encounters, or advertisements rather than on sound research. In engaging, accessible prose, nationally syndicated columnist Charles A. Jaffe takes the reader through the basics of how to locate appropriate candidates, understand their credentials, check references, conduct initial interviews, maintain control of the relationships and one's finances, and fire an adviser who is not working out.
The book contains guidance on hiring and checking the backgrounds of seven types of advisers--brokers, financial planners, insurance agents, lawyers, tax preparers, bankers, and real estate agents--as well as specific questions to ask to determine whether an adviser is a good, qualified match. In addition the book offers guidance on how to help the advisers function as a team. The author's aim is to help the reader assemble and manage a pool of advisers to serve every major financial need for the rest of his or her lifetime.
This new edition has been updated throughout. It includes hundreds of Web addresses and an online resources directory. Two new chapters discuss online advice services and how to choose an online broker.
Customer Reviews:
Needs better focus.......2003-06-24
A previous reviewer who accused the book of having too much fluff is, unfortunately, only slightly exaggerating. If the author had taken the time to tighten up the book and used only half as many words as he did, the resulting book would have been first rate useful. As it is, the book is a serious test of one's patience and concentration. The ideas are very reasonable, but the reader has to struggle to separate the wheat from the chaff.
Forces you to practice due diligence.......2001-04-27
Some people might think that Jaffe's book is obvious. But what's obvious to some may be revolutionary and important to others.
The book outlines questions that should be asked of any financial proessionals one is considering hiring, and suggests interviewing at least three of each type of adviser to learn differences and to become comfortable.
Jaffe's advice is so good that it is almost impossible not to gain many times the cost of the book in better financial planning and better peace of mind that one has proceeded with due diligence.
From a Jaffe fan: This book is what we have come to expect.......2000-08-27
I read Mr. Jaffe's column every week in the Boston Globe and bought this book after hearing him talk on this subject atthe Globe's personal finance conference (he autographed the book for me).
This book gave me exactly what I have come to expect from Mr. Jaffe: Clear, insightful, unafraid commentary that helped give me the courage to go through with choosing a financial planner. I learned which questions to ask, and I took the book with me and asked those questions. And while it's early to tell (Mr. Jaffe says all the time that anything less than one year is not really long enough to judge), I am happy with my financial planner and expect to stay that way for a long time.
As for the reviewer who thought this book was redundant, he must have skipped the introduction. That's where Mr. Jaffe explains why parts of the book are redundant and advises more knowledgeable investors to skip the parts that they don't need.
If you do that, this book will give you exactly what you need. It certainly did for me.
Lots of fluff.......1999-12-30
As with many books these days, the author seems to have been desparately trying for the maximum number of pages as his primary goal. Large margins, explaining the obvious, repetition, unnecessary quotes, all add up to a book that's only about 25% actual content. If this book was 75% shorter, I'd give it two, maybe three stars. But most of the useful info in this book could be found on the web. A shorter book might have been worthwhile to avoid having to search for it on the web, but having to wade through all the fluff negates this potential benefit.
A lifesaver.......1999-03-03
I had worked with financial planners befor but I was never comfortible. Then I read about this book in the local paper. I bought it. I used it. I just hired a planner, and this time I am comfortible. This book is the reason. I recomend it!
Book Description
Why Are You Throwing You Money Away?
Wouldn't you rather keep more money for yourself or your business, increase your profit sooner and keep control of your work environment? This manual is your complete reference for prepaid legal services and legal insurance plans. Whether you are looking for an employee benefit to increase your employee productivity and retention, or grow, protect and bullet proof your small or home-based business from any legal situation, you will refer to this manual again and again.
As an Employer-
You will discover solutions to employee problems. The LSK study found employees with legal problems usually:
§ Are absent five times more than the average employee.
§ Use their medical insurance four times more than the average employee.
§ Use their sick leave twice as often as the average employee.
§ Experience a substantial reduction in their productivity.
As a Small or Home-Based Business Owner-
You will discover how to avoid being part of the following statistics from the US Chamber of Commerce and US Small Business Administration:
§ In the next 12 months, the average owner will need legal advice or assistance four to six times.
§ Hundreds of thousands of businesses fail each year because they could not get the professional help that they need with legal issues, marketing, financing, sales, taxes, and problem employees.
Customer Reviews:
fraud?.......2005-08-31
I cant vouch for the book. But, what i can say is that Prepaid legal is on listed on the New York Stock Exchange (PPD). You have to be invited to be on the NYSE. Those of you that know what a company has to go thru to be on and stay on the NYSE knows that Prepaid legal is not a fraud.
Product Description
How to find the right health insurance for you -- a complete overview and explanation of all types of health insurance, special tips, and under what circumstances certain choices should be made. Covers everything from COBRA to pre-existing conditions.
Customer Reviews:
Good Book About Health Insurance.......2007-05-30
I enjoyed the book and keep it at work as a reference. Takes a different perspective on Health Insurance regarding divorce and/or separation.
I like the book. It is simple, well written and makes Health Insurance a bit easier to understand. I would recommend the book for those who are suffering from divorce or separation and are not quite sure how to obtain/continue their Health Insurance Coverage and the options they have.
Average customer rating:
- this is anoutstanding book to help build wealth!
- Simple and simplistic look at investing
- Satire and your money don't work
|
Money Secrets the Pros Don't Want You to Know: 365 Ways to Outsmart Your Banker, Broker, Insurance Agent, Car Dealer, Realator, Travel Agent, Lawyer
Stephanie Gallagher
Manufacturer: AMACOM/American Management Association
ProductGroup: Book
Binding: Paperback
 Public Finance
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ASIN: 081447893X |
Customer Reviews:
this is anoutstanding book to help build wealth!.......1999-07-28
I've read countless other books about saving, investing and spending. This is one of the best, if not the best book so far...please try these tactics, I do. Use some of them,They work ...WELL!
Simple and simplistic look at investing.......1999-04-21
A daily task or 365 ways to save money works if you can stay focused that long. Yet, this is life and one person saying they can do it doesn't alway work for other peoples money. Specifics other than an author saying me, me, me all the time is how I have learned to invest.
Satire and your money don't work.......1999-01-16
This book is a good way to mix satire with your money. Yet, if you want real finacial information look elsewhere. If you want some simple referances this book has some redeming values. If your money is a joke to you look at this book.
Book Description
This digital document is an article from National Underwriter Property & Casualty-Risk & Benefits Management, published by The National Underwriter Company on December 20, 2004. The length of the article is 662 words. The page length shown above is based on a typical 300-word page. The article is delivered in HTML format and is available in your Amazon.com Digital Locker immediately after purchase. You can view it with any web browser.
Citation Details
Title: 1 Hurricane Spitzer hammers brokers, carriers: allegations of bid-rigging, fee abuse undermine p-c industry, spurs reforms.(Top 10 stories of 2004: who's your daddy?)(Eliot Spitzer)(property and casualty industry)
Author: Sam Friedman
Publication:
National Underwriter Property & Casualty-Risk & Benefits Management (Magazine/Journal)
Date: December 20, 2004
Publisher: The National Underwriter Company
Volume: 108
Issue: 48
Page: 14(1)
Distributed by Thomson Gale
Book Description
This digital document is an article from Chief Executive (U.S.), published by Chief Executive Publishing on May 1, 1992. The length of the article is 2840 words. The page length shown above is based on a typical 300-word page. The article is delivered in HTML format and is available in your Amazon.com Digital Locker immediately after purchase. You can view it with any web browser.
From the supplier: Pareto distribution analysis of corporate health care claims shows that only about 10% of claimants spend 66 to 75 cents of every dollar of health care costs. This 10% group of high utilizers accounts for the inflation of medical costs, and consequently leaves the remaining 90% with approximately a quarter of every dollar apportioned for medical care. This means that the 10% group avails of health care benefits that are two times more than those given to the remaining 90%. Companies intent on carrying out the '10% solution' to spiraling health care costs have several cost-reduction options. These include individual case management, lower priced health care packages, greater participation of patients in decisions involving health care issues, reform of health care legislation, and the prevention of hospital construction projects that amount to millions of dollars.
Citation Details
Title: The 10 percent solution. (Pareto approach to the reduction of corporate health care costs)
Author: John, Jr. Burry
Publication:
Chief Executive (U.S.) (Magazine/Journal)
Date: May 1, 1992
Publisher: Chief Executive Publishing
Issue: n76
Page: p26(4)
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10 rules to follow when you are selling your agency. (Cover Story).(tips on selling an insurance agency): An article from: National Underwriter Property & Casualty-Risk & Benefits Management
Steven Wevodau
Manufacturer: The National Underwriter Company
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Release Date: 2005-07-30 |
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This digital document is an article from National Underwriter Property & Casualty-Risk & Benefits Management, published by The National Underwriter Company on July 15, 2002. The length of the article is 2973 words. The page length shown above is based on a typical 300-word page. The article is delivered in HTML format and is available in your Amazon.com Digital Locker immediately after purchase. You can view it with any web browser.
Citation Details
Title: 10 rules to follow when you are selling your agency. (Cover Story).(tips on selling an insurance agency)
Author: Steven Wevodau
Publication:
National Underwriter Property & Casualty-Risk & Benefits Management (Magazine/Journal)
Date: July 15, 2002
Publisher: The National Underwriter Company
Volume: 106
Issue: 28
Page: 10(3)
Distributed by Thomson Gale
Book Description
This digital document is an article from National Underwriter Property & Casualty-Risk & Benefits Management, published by The National Underwriter Company on March 5, 1990. The length of the article is 851 words. The page length shown above is based on a typical 300-word page. The article is delivered in HTML format and is available in your Amazon.com Digital Locker immediately after purchase. You can view it with any web browser.
Citation Details
Title: 103 hearings focus on profits.
Author: Thomas A. Aceituno
Publication:
National Underwriter Property & Casualty-Risk & Benefits Management (Magazine/Journal)
Date: March 5, 1990
Publisher: The National Underwriter Company
Issue: n10
Page: p21C(2)
Distributed by Thomson Gale
Average customer rating:
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Cost Proxy Models and Telecommunications Policy: A New Empirical Approach to Regulation (Regulation of Economic Activity)
Farid Gasmi ,
D. Mark Kennet ,
William W. Sharkey , and
Jean-Jacques Laffont
Manufacturer: The MIT Press
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Handbook of Telecommunications Economics
ASIN: 0262072378 |
Book Description
The telecommunications industry defies easy characterization. The long-distance sector is highly competitive and the local exchange sector much less so, while digital transmission and switching have blurred the distinction between traditional voice communication and the transmission of video and data messages. Regulation of this industry has generally been considered necessary because it has aspects of a natural monopoly.
This book takes an empirical approach to natural monopoly and the need for regulation of telecommunications. The centerpiece of the analysis is a sophisticated engineering cost proxy model, the local exchange cost optimization model (LECOM). The book, which is largely methodological, shows that a combination of LECOM, econometrics, and simulations can aid policy discussion of such contentious issues as incentive regulation, natural monopolies, estimating the cost of interconnection among networks, and the obligation of universal service. The book presents a theoretical framework to explain the incentives of firms and the power of regulation and then uses LECOM to test the theoretical implications. The work is unusual in that it applies the foundations of regulation theory to a model of an industry rather than applying econometric theory to historical cost data. The book includes a CD-ROM containing the data set the authors used to analyze their model.
Book Description
This digital document is a journal article from Information Economics and Policy, published by Elsevier in 2004. The article is delivered in HTML format and is available in your Amazon.com Media Library immediately after purchase. You can view it with any web browser.
Description:
Books:
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- Abstract morphemes and lexical representation: the CV-Skeleton in Arabic [An article from: Cognition]
- Administración, gestión y comercialización en la pequeña empresa, Formación Profesional, grado medio
- Airline: A Strategic Management Simulation (4th Edition)
- Airport Planning & Development Handbook: A Global Survey
- Almería, mar de plástico: el milagro económico de los invernaderos convierte a la provincia en un foco de demanda insaciable de mano de obra. Más de 50.000 ... Breve): An article from: Epoca
- Animals on the Other Side
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- Around the World in 40 Feet; Two Hundred Days in the Life of a 40FT NYK Shipping Container
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