Stop Asking for Referrals: A Revolutionary New Strategy for Building a Financial Service Business that Sells Itself
Stop Asking for Referrals: A Revolutionary New Strategy for Building a Financial Service Business that Sells Itself

Author: Stephen Wershing

Publisher: McGraw Hill Professional

Published: 2012-10-05

Total Pages: 209

ISBN-13: 0071808205

DOWNLOAD EBOOK

The #1 way to start getting referrals? STOP ASKING In all his years of helping financial professionals build and grow their businesses, Stephen Wershing has learned that the number one way to make sure you don't get a referral is by asking for it. Why? Because studies prove that clients refer you not to benefit you but to benefit themselves. So you have to approach the challenge from a completely new angle. Stop Asking for Referrals helps you do exactly that. Inside, Wershing provides the tools you need to get more referrals than ever by designing your practice in a way that gets clients to mention you to friends when the opportunity arises. He calls it "the new referral conversation," and it works. Define your target market with accuracy and precision Communicate your value clearly and effectively Create your company's unique "brand" Harness the natural, normal social interactions of your clients to serve your marketing efforts You'll also learn how to use client feedback to benefit your business, create your service package, and bring in new business. "The way you have been told to attract referrals is based on an assumption that's wrong," Wershing writes. "And it is undermining your business and your relationships." You will come away with a deep understanding of why and where referrals actually come from, how to tailor your own practice to get people talking about you, and ways to develop a communication plan to project your reputation. So stop asking for referrals--and start attracting more new clients than you ever thought possible. Praise for Stop Asking for Referrals "Steve Wershing helps you unlock the untapped referral potential you have in your business today with an approach that is as comfortable as it is effective." -- JULIE LITTLECHILD, founder and president of Advisor Impact "The most comprehensive, practical, and engaging guide I know of for strengthening existing client connections and cultivating new ones in a way that is experience-based, respectful, and long-lasting." -- OLIVIA MELLAN, psychotherapist, money coach, author of The Client Connection, and columnist for Investment Advisor "Reading this book will revolutionize how you think about growing your business." -- MICHAEL E. KITCES, MSFS, MTAX, CFP, partner, Pinnacle Advisory Group, and blogger, Nerd's Eye View "This book will help you overcome . . . discomfort and show you how to engage your clients so that they will proudly help you build your business. Kudos for this powerful, one-stop marketing resource!" -- SHERYL GARRETT, CFP, AIF, award-winning author, advisor, and founder of the Garrett Planning Network "Stop Asking for Referrals is on my Top Ten list of books that I believe offer the most meaningful strategies for advisors. . . . Steve's ideas for referral marketing are brilliant and just plain common sense. Advisors will embrace his book as the new referral bible. -- SYDNEY LEBLANC, founding editor of Registered Rep magazine; partner of LeBlanc and Company "Embrace Steve's advice if you'd like to see your practice growth become effortless, boundless, and fun!" -- MARIE SWIFT, CEO, Impact Communications, columnist for Financial Planning magazine, and author of Become a Media Magnet

Stop Asking for Referrals: A Revolutionary New Strategy for Building a Financial Service Business that Sells Itself
Stop Asking for Referrals: A Revolutionary New Strategy for Building a Financial Service Business that Sells Itself

Author: Stephen Wershing

Publisher: McGraw Hill Professional

Published: 2012-10-02

Total Pages: 210

ISBN-13: 0071808191

DOWNLOAD EBOOK

Stop Asking for Referrals helps financial services professionals ensure that clients mention them to their friends when the opportunity arises. It guides advisors through the process of designing a communication strategy to promote referrals, teaches them how to have the new referral conversation with clients, and shows how to utilize the changes to promote referrals from other professionals and centers of influence.

G2: Building the Next Generation
G2: Building the Next Generation

Author: Philip Palaveev

Publisher: John Wiley & Sons

Published: 2017-08-22

Total Pages: 231

ISBN-13: 1119370078

DOWNLOAD EBOOK

Vital guidance to ensuring the future of your firm G2: Building the Next Generation provides financial advisory firms with a clear roadmap to management succession. Based on the author's 17 years of experience with over 1,000 firms, this book provides a systematic process to help you identify, develop, and install the new leadership that will guide your firm's future. Extensive statistical research backs proven strategies for structuring management and succession, overcoming obstacles, selling equity, and more, while expert guidance walks you through the process and warn you of potential pitfalls along the way. A generation of entrepreneurs used their talent and ambition to build an industry; to ensure that their success lives on, those leaders now face the formidable challenge of succession. With the future of your firm at stake, how do you recruit, train, mentor, and develop the next generation of professionals, owners, and leaders? This book shows you how to find the people you need, and develop them into the leadership your firm deserves. Identify and develop future leaders from the pool of existing and upcoming talent Structure management and management succession to ensure successful transition Begin selling equity to your firm's next generation of leaders Learn smart strategies for dealing with setbacks along the way The next generation of leaders will shape the future of your firm, but collectively, they will define the future of the entire advisory industry. Firms who succeed in developing their best talent will continue to thrive—those who fail will be left with a great car, but no driver. Getting this right may be one of the most critical points of your career, and it isn't something that should be left to chance or "gut feeling". G2: Building the Next Generation gives you a solid, grounded, systematic approach for ensuring your firm's long-lived success.

The Financial Crisis Inquiry Report
The Financial Crisis Inquiry Report

Author: Financial Crisis Inquiry Commission

Publisher: Cosimo, Inc.

Published: 2011-05-01

Total Pages: 692

ISBN-13: 1616405414

DOWNLOAD EBOOK

The Financial Crisis Inquiry Report, published by the U.S. Government and the Financial Crisis Inquiry Commission in early 2011, is the official government report on the United States financial collapse and the review of major financial institutions that bankrupted and failed, or would have without help from the government. The commission and the report were implemented after Congress passed an act in 2009 to review and prevent fraudulent activity. The report details, among other things, the periods before, during, and after the crisis, what led up to it, and analyses of subprime mortgage lending, credit expansion and banking policies, the collapse of companies like Fannie Mae and Freddie Mac, and the federal bailouts of Lehman and AIG. It also discusses the aftermath of the fallout and our current state. This report should be of interest to anyone concerned about the financial situation in the U.S. and around the world.THE FINANCIAL CRISIS INQUIRY COMMISSION is an independent, bi-partisan, government-appointed panel of 10 people that was created to "examine the causes, domestic and global, of the current financial and economic crisis in the United States." It was established as part of the Fraud Enforcement and Recovery Act of 2009. The commission consisted of private citizens with expertise in economics and finance, banking, housing, market regulation, and consumer protection. They examined and reported on "the collapse of major financial institutions that failed or would have failed if not for exceptional assistance from the government."News Dissector DANNY SCHECHTER is a journalist, blogger and filmmaker. He has been reporting on economic crises since the 1980's when he was with ABC News. His film In Debt We Trust warned of the economic meltdown in 2006. He has since written three books on the subject including Plunder: Investigating Our Economic Calamity (Cosimo Books, 2008), and The Crime Of Our Time: Why Wall Street Is Not Too Big to Jail (Disinfo Books, 2011), a companion to his latest film Plunder The Crime Of Our Time. He can be reached online at www.newsdissector.com.

Service Profit Chain
Service Profit Chain

Author: W. Earl Sasser

Publisher: Simon and Schuster

Published: 1997-04-10

Total Pages: 343

ISBN-13: 1439108307

DOWNLOAD EBOOK

In this pathbreaking book, world-renowned Harvard Business School service firm experts James L. Heskett, W. Earl Sasser, Jr. and Leonard A. Schlesinger reveal that leading companies stay on top by managing the service profit chain. Why are a select few service firms better at what they do -- year in and year out -- than their competitors? For most senior managers, the profusion of anecdotal "service excellence" books fails to address this key question. Based on five years of painstaking research, the authors show how managers at American Express, Southwest Airlines, Banc One, Waste Management, USAA, MBNA, Intuit, British Airways, Taco Bell, Fairfield Inns, Ritz-Carlton Hotel, and the Merry Maids subsidiary of ServiceMaster employ a quantifiable set of relationships that directly links profit and growth to not only customer loyalty and satisfaction, but to employee loyalty, satisfaction, and productivity. The strongest relationships the authors discovered are those between (1) profit and customer loyalty; (2) employee loyalty and customer loyalty; and (3) employee satisfaction and customer satisfaction. Moreover, these relationships are mutually reinforcing; that is, satisfied customers contribute to employee satisfaction and vice versa. Here, finally, is the foundation for a powerful strategic service vision, a model on which any manager can build more focused operations and marketing capabilities. For example, the authors demonstrate how, in Banc One's operating divisions, a direct relationship between customer loyalty measured by the "depth" of a relationship, the number of banking services a customer utilizes, and profitability led the bank to encourage existing customers to further extend the bank services they use. Taco Bell has found that their stores in the top quadrant of customer satisfaction ratings outperform their other stores on all measures. At American Express Travel Services, offices that ticket quickly and accurately are more profitable than those which don't. With hundreds of examples like these, the authors show how to manage the customer-employee "satisfaction mirror" and the customer value equation to achieve a "customer's eye view" of goods and services. They describe how companies in any service industry can (1) measure service profit chain relationships across operating units; (2) communicate the resulting self-appraisal; (3) develop a "balanced scorecard" of performance; (4) develop a recognitions and rewards system tied to established measures; (5) communicate results company-wide; (6) develop an internal "best practice" information exchange; and (7) improve overall service profit chain performance. What difference can service profit chain management make? A lot. Between 1986 and 1995, the common stock prices of the companies studied by the authors increased 147%, nearly twice as fast as the price of the stocks of their closest competitors. The proven success and high-yielding results from these high-achieving companies will make The Service Profit Chain required reading for senior, division, and business unit managers in all service companies, as well as for students of service management.

Entrepreneur Revolution
Entrepreneur Revolution

Author: Daniel Priestley

Publisher: John Wiley & Sons

Published: 2018-07-30

Total Pages: 314

ISBN-13: 0857087827

DOWNLOAD EBOOK

A no-nonsense, implementable handbook for taking part in the Entrepreneur Revolution We are living in revolutionary times; times with an impact as significant and far-reaching as the previous Industrial Revolution was to the Agricultural Age. Technological shifts have allowed micro-businesses to compete with large corporations. Small business can now have a global footprint, can be structured in low tax environments, move products anywhere in the world, and access unprecedented levels of support. Entrepreneur Revolution means taking the initiative to do something that you love, something that you’re good at, and something that will make you money. This masterclass in gaining an entrepreneurial mindset will show how to change the way you think, the way you network, and the way you make a living. Includes new statistics, activities, case studies, and research Takes a look at how the brain can affect the entrepreneurial mindset Offers new ideas for entrepreneurs starting a new business Helps you shake off old ideas and make a great, independent leap forward This inspiring and practical book shows you how to break free from The Industrial Revolution mindset, quit working so hard, follow your dream—and make a fortune along the way.

Accelerating Your Agency
Accelerating Your Agency

Author: Jason Swenk

Publisher: Createspace Independent Publishing Platform

Published: 2018-06-15

Total Pages: 202

ISBN-13: 9781717596215

DOWNLOAD EBOOK

Most marketing agency owners struggle to grow their business. They often feel frustrated and overwhelmed because they lack the systems and processes to truly scale their business. Accelerating Your Agencyincludes the proven systems, strategies, processes, and best practices you can apply in order to increase your marketing agency's sales, avoid the common pitfalls, and work smarter rather than harder. It doesn't matter if you're small, big, startup, or just someone who wants to get better at business. This playbook will give you the formula backed up with data and anecdotal success from someone who's been where you are now. This powerful agency framework can be learned and implemented at your own pace. Each system builds on the one prior in order to lead to powerful changes and resulting in the growth you're seeking for your agency. System 1: CLARITY -Is it your goal not to deal directly with clients and individual accounts? Do you want to be able to set up an organization where you can concentrate on growing the business without all of those distractions? In this system you will discover how to how to create and clearly communicate your vision to your agency plus set a crystal clear path to get there. System 2: POSITIONING -Discover how to become an authority in your market, so you are attracting your ideal accounts, and not having to deal with the small accounts that eat up all your time. Learn how to establish authority and position your agency as "The Choice" rather than just "A Choice." System 3: OFFERING - Do you know the winning formula for the order of services and products you should offer? Ever wonder what you should charge for your services in order to be extremely profitable and meet your financial goals? This system helps determine your agency's offering and price it so that you can charge what you're really worth. System 4: PROSPECTING - Identify what and where you need to be in order to increase leads and convert those leads into opportunities. From the low hanging fruit that can bring in immediate revenue, outbound strategies, inbound strategies, how to build the right strategic partnerships, and how your agency can capture and convert the ideal leads and opportunities. System 5: SALES - Do you spend time spinning your wheels on the wrong prospects? Or feel as though you're wasting tons of time on your proposals? This system teaches how to qualify leads, as well as convert them at a high rate. It covers everything from drafting a proposal, objection handling and building a sales team in order to increase your sales. System 6: DELIVERY - Find ways to streamline your delivery for more profit, avoid scope creep, and learn how to take on more work utilizing fewer resources. Get the exact process for protecting yourself on delivering work to the client. Also, learn ways to interpret what the client really wants, obtain approvals/sign-offs, and other processes to systematize your delivery process. System 7: OPERATIONS - Running a business is hard! Discover how to increase your cash flow, ways to incentivize and bonus your team, without giving away shares of ownership. This system also covers who and when to hire as well as how to map out the organizational chart that's necessary to truly scale your agency. System 8: LEADERSHIP - Would you like to transition from Agency Owner to Agency CEO? Ultimately, you want to work on the business instead of the business. Learn what you can do to make that a reality. This system also addresses increasing agency valuation and positioning your agency for an eventual acquisition. , how to build an amazing culture that attracts the top talent, plus how and why to setup an advisory board. You can stop struggling with the challenges of growing your agency by implementing these 8 systems.

Start with Why
Start with Why

Author: Simon Sinek

Publisher: Penguin

Published: 2011-12-27

Total Pages: 257

ISBN-13: 1591846447

DOWNLOAD EBOOK

The inspirational bestseller that ignited a movement and asked us to find our WHY Discover the book that is captivating millions on TikTok and that served as the basis for one of the most popular TED Talks of all time—with more than 56 million views and counting. Over a decade ago, Simon Sinek started a movement that inspired millions to demand purpose at work, to ask what was the WHY of their organization. Since then, millions have been touched by the power of his ideas, and these ideas remain as relevant and timely as ever. START WITH WHY asks (and answers) the questions: why are some people and organizations more innovative, more influential, and more profitable than others? Why do some command greater loyalty from customers and employees alike? Even among the successful, why are so few able to repeat their success over and over? People like Martin Luther King Jr., Steve Jobs, and the Wright Brothers had little in common, but they all started with WHY. They realized that people won't truly buy into a product, service, movement, or idea until they understand the WHY behind it. START WITH WHY shows that the leaders who have had the greatest influence in the world all think, act and communicate the same way—and it's the opposite of what everyone else does. Sinek calls this powerful idea The Golden Circle, and it provides a framework upon which organizations can be built, movements can be led, and people can be inspired. And it all starts with WHY.

Profit from the Core
Profit from the Core

Author: Chris Zook

Publisher: Harvard Business Press

Published: 2010-02-05

Total Pages: 194

ISBN-13: 142215713X

DOWNLOAD EBOOK

When Profit from the Core was published in 2001, it became an international bestseller, helping hundreds of companies find their way back to profitable growth after the bursting of the Internet bubble. The 2007 global financial meltdown reaffirmed the perils of pursuing heady growth through untested strategies, as firms in industries from finance to retailing to automobiles strayed too far from their core businesses and suffered the consequences. In this updated edition of Profit from the Core, authors Chris Zook and James Allen show that a renewed focus on the core is more critical than ever as firms seek to rebuild their competitive advantage coming out of the downturn—and that a strong core will be the foundation for successful expansion as the economy recovers. Based on more than ten years of Bain & Company research and analysis and fresh examples from firms responding to the current downturn, the book outlines what today’s executives and managers need to do now to revitalize their core, identify the next wave of profitable growth, and build on it successfully. Zook and Allen explain how companies can: • Develop a strong, well-defined core and use it to establish a leadership position • Follow the golden rule of strategy: discourage competitors from investing in your core • Assess whether your core is operating at its full potential • Uncover hidden assets in your core that provide the seeds for new growth • Find a repeatable formula to apply core business strengths in adjacent markets Building on powerful and proven ideas to meet today’s formidable business challenges, Profit from the Core is the back-to-basics strategy field guide no manager should be without.

The Ultimate Question 2.0 (Revised and Expanded Edition)
The Ultimate Question 2.0 (Revised and Expanded Edition)

Author: Fred Reichheld

Publisher: Harvard Business Review Press

Published: 2011-09-20

Total Pages: 304

ISBN-13: 1422142396

DOWNLOAD EBOOK

In the first edition of this landmark book, business loyalty guru Fred Reichheld revealed the question most critical to your company’s future: “Would you recommend us to a friend?” By asking customers this question, you identify detractors, who sully your firm’s reputation and readily switch to competitors, and promoters, who generate good profits and true, sustainable growth. You also generate a vital metric: your Net Promoter Score. Since the book was first published, Net Promoter has transformed companies, across industries and sectors, constituting a game-changing system and ethos that rivals Six Sigma in its power. In this thoroughly updated and expanded edition, Reichheld, with Bain colleague Rob Markey, explains how practitioners have built Net Promoter into a full-fledged management system that drives extraordinary financial and competitive results. With his trademark clarity, Reichheld: • Defines the fundamental concept of Net Promoter, explaining its connection to your company’s growth and sustained success • Presents the closed-loop feedback process and demonstrates its power to energize employees and delight customers • Shares new and compelling stories of companies that have transformed their performance by putting Net Promoter at the center of their business Practical and insightful, The Ultimate Question 2.0 provides a blueprint for long-term growth and success.