How to Build A Successful 401(k) and
Retirement Plan Advisory Business
A Step-By-Step Guide to Maximizing Your Business Potential

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About the Authors:

Steff Chalk
Steff Chalk has over 25 years of experience in financial services. He is founder and president of CHALK 401(k) Advisory Board, Inc., which since 1995 has served in a fiduciary capacity to over $10 billion of retirement plan assets. Steff is also co-founder of a successful coaching firm which helps producers to place structure around the daily tasks associated with the building of their 401(k)/Retirement Plan business. His institutional client list has included corporations, non-profits and governmental units. Steff has conducted original research for the Chilean Pension System and has been involved in the design of the Turkish self-funded social retirement system. He has addressed business leaders and governmental and social policy makers in Africa, Asia, Europe and North America and appears as a featured guest on television and radio broad-casts. He lives in Cincinnati, Ohio.

Chris Barlow
Chris Barlow has served the 401(k) marketplace for nearly 30 years, beginning in 1983 when he joined a global wirehouse firm as a Financial Advisor.  Six years later he accepted a position with the training school operated by the firm, helping recently-hired Financial Advisors develop their prospecting and selling skills.  The two years spent in this position helped Barlow to develop sales skills that would prove to be invaluable in his next job as a 401(k) wholesaler at the same firm.

As a 401(k) wholesaler, Chris participated in the immense growth in 401(k) plan sales, especially among small-and medium-sized companies.  Chris Barlow has served as a National Sales Manager and Strategic Director for top 401(k) providers.  Chris is the founder and Managing Director of KnowHow 401(k), a consulting firm that provides Financial Advisors with sales and service support products designed to maximize their potential in building their 401(k) business.  He is also coauthor of the book, 401(k) Sales Champion and is the developer of the 401(k) Sales Champion Workshop.  He participated in the development and served as judge for the Plan Sponsor Retirement Plan Advisor of the Year Award.  Chris lives in Dayton, Ohio.

Overview:

The team of Chalk and Barlow have consolidated their many years of experience into a concise collection of concepts, strategies and processes for the Financial Advisor who concentrates in the 401(k)/Company Retirement Plan industry. The proven processes revealed within focus on elevating the Financial Advisor’s performance in a methodical, measurable manner.

The structure of the book makes it adaptable as a start-to-finish read for the novice or as a reference guide for the seasoned professional. The many topics covered include:

• Defining your Brand and Vision
• The Business Plan
• Retirement Plan Basics
• Professional Development
• Performance Measurement

An index of questions allows for quick location of specific topics. The authors have distilled useful insight from years of real-world experience to deliver this step-by-step guide for achieving success in the competitive and ever-changing retirement plan industry. Regardless of experience level, all readers will find something of value in these pages.

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