Christopher 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.  Over the course of the following six years, he worked with literally hundreds of Financial Advisors.  His territories continually ranked high in national 401(k) sales standings.

In 1996, Barlow decided to return to the role of Financial Advisor with the firm.  He continued to focus on the sale of 401(k) plans.  Initially, despite having a great business plan and effective marketing strategies in place, sales figures were not meeting his high expectations.  Persistence paid off, however, and his prospecting strategy and continued effort began to produce RESULTS.  Barlow was suddenly far exceeding the business goals he had established for himself.  Chris Barlow had become a 401(k) Sales Champion.

Shortly thereafter, Barlow became reacquainted with colleague, Steve Wilt.  Like Barlow, Wilt had ascended to the position of 401(k) Sales Champion.  In conversations that followed, Barlow and Wilt concurred that there was a distinct need to document the methods they had employed in the attainment of their personal successes.  Together, the two began to collaborate on the concepts that would become 401(k) Sales Champion.

Since the first edition of 401(k) Sales Champion was published in 2001, Chris has served as a National Sales Manager and Strategic Director for top 401(k) providers.  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

Steve Wilt has delivered excellent 401(k) support to plan sponsors and plan participants for over 25 years as both a Registered Representative at a global wirehouse, and currently as a Registered Investment Advisor.  Starting as a generalist, cold-calling individuals at their homes, in his second year in the business a 401(k) wholesaler told him that if he wanted his business to go into hyperspace he should start prospecting 401(k) plans.  Wilt began cold-calling small businesses for two hours each day.  Soon his pipeline filled with prospects.  One year later, he landed a six million dollar plan.

In 2010, Steve and his team moved to a top 401(k) firm and serves his clients as a Registered Investment Advisor.  Steve and his team are responsible for 33 qualified plans with total assets exceeding $2 Billion.  As a 401(k) Sales Champion, he and his team bring an elevated level of service to over 10,000 plan participants.  With his team, Steve successfully manages these relationships and strives to continually expand the scope of these plans.

Recognizing that the key to a successful 401(k) business is the hands-on education his team brings to plan participants, Wilt's goal is to assure that each and every employee realizes the full benefit of their 401(k) plan.  Steve and his team have been recognized for their outstanding service by being awarded the Plan Sponsor Retirement Plan Advisor Team Award in 2007 and being inducted into the Hall of Fame in 2011.

As a continuation of his desire to educate, Steve could not pass up the opportunity to work with Chris Barlow on this valuable sales tool.  In 401(k) Sales Champion, Chris and Steve draw upon their own real-life experiences to guide you to achieve 401(k) Sales Champion status.

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