KnowHow 401(k) Your 401(k) Business Manager

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