Book Main Page | View Chapter Index | View "How to Use this Book"

Contents

Acknowledgements vii
Introduction ix
Perspective xi
How to Use this Book xvii
   
Section I — Defining Your Brand  
1 Self-Assessment 3
2 Looking Forward 13
3 Your Strategic Plan 23
4 Your Business Plan 29

• Operational Components
• Marketing Components
• Service Components

34
48
63
5 Assembling Your Team 67
6 Your Competition 75
   
Section II — Product Awareness  
7 Basic Retirement Plan Knowledge 83
8 Retirement Plan Basics, But A Little Deeper 91
9 What the Client Wants (versus What the Client Needs) 99
   
Section III — Continuous Improvement  
10 Getting Better 113
11 Professional Development 125
12 Developing Strategic Partners 133
13 Process 143
   
Section IV — Your Responsibility  
14 Leadership and Strategy 151
15 Your Responsibility To Your Clients 159
16 Your Responsibility To The Industry 167
   

Section V — Maximum Efficiency

 
17 Building Your Business 173
18 Measurement 181
19 Putting it All Together 189

• Maximum Efficiency Outline

191
Appendix  
A The Service Agreement 197
B Business Development by the Numbers 213
C 401(k) Relationship Schematic 221
D Index of Questions 225
   

 

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