How to Use this Book

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The intention of this book is twofold — to deliver information and to provoke thought. Portions of the book are entirely narrative — the reader is presented data, concepts and other information. Throughout the book are targeted, specific questions. The questions are posed in the interest of assisting the reader in identifying strong and weak areas of their own business.

The book is intended as a roadmap to success, not a “silver bullet” solution. We have invested extensive time in gathering and refining the processes and methodologies that assist Financial Advisors in improving their skills, and ultimately their results. Ideally, the book will be used as a tool for taking your retirement plan business to the next level, and beyond. Your efforts must be focused specifically on reaching a higher level of performance that we describe as Maximum Efficiency.

The book is divided into five distinct sections (Defining Your Brand, Product Awareness, Continuous Improvement, Your Responsibility and Maximum Efficiency). Some readers might choose to skip one section or another, or they might go directly to the section that addresses their primary concern. One of the inherent challenges associated with attempting to transfer knowledge in writing is a book’s linear construction. The progression of chapters within a book can give the impression that earlier chapters are either more important than the subsequent chapters or that they stand completely on their own, isolated from the rest. Within this book nothing could be further from the truth. You will notice similar concepts and methodologies appearing throughout the book, applied to the topic of that chapter. To emphasize the point, although it is an excellent medium for sharing information and ideas, the linear structure of a book requires that you accept the ideas and concepts in a specific order. That order may not be best for you. We encourage you to move through the chapters in an order that will deliver the most benefit to you. (When we consult with Financial Advisor teams in person, we have the luxury of not being restricted to a linear flow.)

We have arranged this book as a dialogue in question and answer format. Typical reader questions appear in bold italic text and we provide the answers to them. Some questions we put to you to stimulate your thought process and help clarify the current status of your business. These appear in bold text and many are highlighted with this graphic. Considering all questions thoroughly and responding to each one accurately will help you choose how to successfully manage your 401(k)/ Retirement Plan advisory business. Treat this like a textbook. Always have a pen in-hand. Feel free to highlight, underline and use the margins for notes. In some sections it will be helpful to have a notepad as well. The notepad is not a requirement, but reading the book with pen in-hand is! Your notes will assist you in developing both structure and process to your Brand, Strategy and Vision — and much more.

Finally, if you have any questions or comments concerning the content of this text please feel free to e-mail us at steffchalk@aol.com or empowering@knowhow401k.com It is our hope that you will enjoy your journey to Maximum Efficiency!