{"product_id":"knockout-networking-for-financial-advisors-and-other-sales-producers-isbn-9781119649090","title":"Knockout Networking for Financial Advisors and Other Sales Producers","description":"\u003cp\u003e90% of financial advisors fail at being financial advisors. Why? Because advisors, brokers, reps, and agents need to see more people to make more sales appointments. And nobody in their firm, agency, branch, or shop trains them how! \u003ci\u003eKnockout Networking for Financial Advisors\u003c\/i\u003e is the only book written for sales producers in the financial services industry focused on making more connections through networking\u003c\/p\u003e \u003cp\u003eIn the wake of the COVID 19 pandemic, networking, developing relationships, generating referrals, and making important connections are as important as ever. The ideas and approaches in \u003ci\u003eKnock Out Networking for Financial Advisors\u003c\/i\u003e can be applied immediately to virtual meetings, online networking groups, social media, podcasts, and of course, phone calls. The problem is, most advisors and sales producers are not born networkers; they develop the skills and confidence through education, training, practice, and having a positive attitude.\u003c\/p\u003e  \u003cp\u003e\u003ci\u003eKnockout Networking for Financial Advisors\u003c\/i\u003e covers everything you need to know about going to the right places (virtual or not!), saying the right things, and meeting the right people―essential skills for a financial advisor or sales producer that's serious about making more and better connections! The result? More prospects, more referrals, and more business.\u003c\/p\u003e \u003cp\u003eAuthor Michael Goldberg is a networking specialist, speaker, trainer, author (and boxer!) focused on helping financial advisors, brokers, agents, reps, wholesalers, and other sales producers grow their business or practice through networking.\u003c\/p\u003e  \u003cp\u003eIn this �must read if you�re a financial advisor� book, you will learn how to:\u003c\/p\u003e \u003cul\u003e \u003cli\u003eConfidently meet and greet new people in business settings\u003c\/li\u003e \u003cli\u003eFurther define your Target Market to establish more and better connections\u003c\/li\u003e \u003cli\u003eDeliver a �knockout� elevator speech (not a script!)\u003c\/li\u003e \u003cli\u003eGenerate more prospects and referrals from current client base\u003c\/li\u003e \u003cli\u003eEstablish important relationships generating more business opportunities\u003c\/li\u003e \u003c\/ul\u003e \u003cp\u003eBottom line, networking is the most effective way to attract more prospects, more referrals, and more business to \u003ci\u003eyour\u003c\/i\u003e corner. Remember�keep the left up!\u003c\/p\u003e \u003cp\u003ePreface xi\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart 1 Opening Rounds 1\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 1 \u003c\/b\u003e\u003cb\u003eNetworking is the Key to a Successful Career (\u003ci\u003eEspecially in Financial Services\u003c\/i\u003e) 3\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eWhy Financial Advisors Should Network 3\u003c\/p\u003e \u003cp\u003eTop Producers Should Network Too 6\u003c\/p\u003e \u003cp\u003eWhy Financial Advisors Don’t Network 8\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 2 \u003c\/b\u003e\u003cb\u003eWhat is Networking? \u003ci\u003eHaving a Networking Mindset \u003c\/i\u003e17\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eSix Reasons for Networking 18\u003c\/p\u003e \u003cp\u003eWhy Understanding the Six Reasons for Networking is Important 23\u003c\/p\u003e \u003cp\u003eWhat is Networking Anyway? 28\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 3 \u003c\/b\u003e\u003cb\u003eWhy You Won’t Connect with Everyone: \u003ci\u003eThe One-Thirder Dynamic \u003c\/i\u003e37\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eOne-Thirder Dynamic 39\u003c\/p\u003e \u003cp\u003eTwo-Thirder Dynamic 42\u003c\/p\u003e \u003cp\u003eFocus on the One-Thirders! 43\u003c\/p\u003e \u003cp\u003eZero-Thirder Dynamic 44\u003c\/p\u003e \u003cp\u003eMirror Image 46\u003c\/p\u003e \u003cp\u003eSometimes You Can Reduce the Fraction 47\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart 2 The Rules of Networking\u003csup\u003e™ \u003c\/sup\u003e49\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 4 \u003c\/b\u003e\u003cb\u003eNo Selling Ever: \u003ci\u003eKeep Bobbing and Weaving \u003c\/i\u003e51\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Cost of Selling at a Networking Event 54\u003c\/p\u003e \u003cp\u003eTrade Shows: An Exception to the Rule 60\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 5 \u003c\/b\u003e\u003cb\u003eEveryone is \u003ci\u003eNot \u003c\/i\u003ea Prospect: \u003ci\u003eDon’t Waste Your Punches \u003c\/i\u003e63\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eWhat is a Prospect Anyway? 65\u003c\/p\u003e \u003cp\u003eTrue and Probable Referral Sources 69\u003c\/p\u003e \u003cp\u003eNatural Market 71\u003c\/p\u003e \u003cp\u003eProspecting \u003ci\u003eis \u003c\/i\u003eImportant! 73\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 6 \u003c\/b\u003e\u003cb\u003eFocus on a Target Market: \u003ci\u003eHit Those Focus Mitts \u003c\/i\u003e75\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eHow I Discovered \u003ci\u003eMy \u003c\/i\u003eTarget Market 76\u003c\/p\u003e \u003cp\u003eDo \u003ci\u003eYou \u003c\/i\u003eHave the Right Formula? 81\u003c\/p\u003e \u003cp\u003eHow to Discover, Establish, and Develop \u003ci\u003eYour \u003c\/i\u003eTarget Market 84\u003c\/p\u003e \u003cp\u003eWhy Advisors Resist Having a Target Market 90\u003c\/p\u003e \u003cp\u003eRemember, Stay Focused! 92\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 7 \u003c\/b\u003e\u003cb\u003eCreate (and Use!) Your Elevator Speech: \u003ci\u003eThe PEEC Statement\u003c\/i\u003e\u003csup\u003e™\u003c\/sup\u003e 93\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eProfession 96\u003c\/p\u003e \u003cp\u003eExpertise 99\u003c\/p\u003e \u003cp\u003eEnvironments 101\u003c\/p\u003e \u003cp\u003eCall to Action 103\u003c\/p\u003e \u003cp\u003eThe Rules of the PEEC Statement 106\u003c\/p\u003e \u003cp\u003eSample PEEC Statements 112\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 8 \u003c\/b\u003e\u003cb\u003eBusiness Cards Breed Business: \u003ci\u003eAnd Other Rules of Networking\u003c\/i\u003e\u003csup\u003e™\u003c\/sup\u003e 115\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eHave Your Business Cards and Other Tools of the Trade 116\u003c\/p\u003e \u003cp\u003eIt is Never About You 119\u003c\/p\u003e \u003cp\u003eAlways Be Positive, Professional, and Respectful 120\u003c\/p\u003e \u003cp\u003eLook the Part 121\u003c\/p\u003e \u003cp\u003eKnow about Contacts, Leads, and Referrals 122\u003c\/p\u003e \u003cp\u003eCount Your Chickens and Eggs 124\u003c\/p\u003e \u003cp\u003eEat and Drink Strategically 124\u003c\/p\u003e \u003cp\u003eInitiate Conversations by Introducing Yourself and Asking Questions 125\u003c\/p\u003e \u003cp\u003eHave a Goal and a Plan 126\u003c\/p\u003e \u003cp\u003eListen More, Talk Less 127\u003c\/p\u003e \u003cp\u003eKeep Your Eyes Focused on Your Conversation 127\u003c\/p\u003e \u003cp\u003eIntroduce Others with Passion 128\u003c\/p\u003e \u003cp\u003eImplement a Time Limit 129\u003c\/p\u003e \u003cp\u003eIntend to Follow Up 130\u003c\/p\u003e \u003cp\u003eTerminate Conversations Politely 131\u003c\/p\u003e \u003cp\u003eIt’s a \u003ci\u003eWe \u003c\/i\u003eThing, Not a \u003ci\u003eMe \u003c\/i\u003eThing 132\u003c\/p\u003e \u003cp\u003eGet to Know: The Know, Like, and Trust Factor 133\u003c\/p\u003e \u003cp\u003eHave Fun! 133\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart 3 Where to Go, What to Say, and Who to Meet 135\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 9 \u003c\/b\u003e\u003cb\u003eWhere to Go? \u003ci\u003eChambers, Associations, and Other High-Potential Events \u003c\/i\u003e137\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eNot All Events are Created Equal 138\u003c\/p\u003e \u003cp\u003eHard Contact Meetings 140\u003c\/p\u003e \u003cp\u003eSoft Contact Meetings 142\u003c\/p\u003e \u003cp\u003eYou Can’t Just Show Up 153\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 10 \u003c\/b\u003e\u003cb\u003eWhat to Say? \u003ci\u003eHow to Start a Conversation, Ask Good Questions, and Connect \u003c\/i\u003e155\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eWhat Prevents Us from Listening? 156\u003c\/p\u003e \u003cp\u003eFour-Step Process for Active Listening 157\u003c\/p\u003e \u003cp\u003eInitiate Conversations by Introducing Yourself and Asking Questions 159\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 11 \u003c\/b\u003e\u003cb\u003eWho Will You Meet? \u003ci\u003eThe Faces of Networking \u003c\/i\u003e167\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Faces of Networking 168\u003c\/p\u003e \u003cp\u003ePeople Seldom Change 175\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart 4 Special Topics 177\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 12 \u003c\/b\u003e\u003cb\u003eHow to Handle Awkward Situations: \u003ci\u003eForgetting Names and Other Weird Moments \u003c\/i\u003e179\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eHow Do I Introduce Myself? 180\u003c\/p\u003e \u003cp\u003eHow Do I Introduce Others in a Conversation Without Being Rude? 182\u003c\/p\u003e \u003cp\u003eHow Do I Introduce Others and Walk Away? 182\u003c\/p\u003e \u003cp\u003eWhat Should I Do If I Forget Someone’s Name? 183\u003c\/p\u003e \u003cp\u003eHow Do I Ask Someone for a Business Card? 185\u003c\/p\u003e \u003cp\u003eHow Do I Take Notes on Someone’s Business Card? 186\u003c\/p\u003e \u003cp\u003eHow Do I Know When to End a Conversation? 187\u003c\/p\u003e \u003cp\u003eWhat If I’ve Done Something Embarrassing or Stupid? 189\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 13 \u003c\/b\u003e\u003cb\u003eKnockout LinkedIn Strategies: \u003ci\u003eBoom! \u003c\/i\u003e191\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eStep 1: Define Your LinkedIn Marketing Goals 194\u003c\/p\u003e \u003cp\u003eStep 2: Pick Your Target Market on LinkedIn 195\u003c\/p\u003e \u003cp\u003eStep 3: Create the Right Messaging for Social Media 196\u003c\/p\u003e \u003cp\u003eStep 4: Tell Your Story to Engage People 197\u003c\/p\u003e \u003cp\u003eStep 5: Optimize Your LinkedIn Profile to Five Stars 197\u003c\/p\u003e \u003cp\u003eStep 6: Set Up the Right Networking Dashboards to Track LinkedIn Success 198\u003c\/p\u003e \u003cp\u003eStep 7: Post Something of Value Each Day on LinkedIn 199\u003c\/p\u003e \u003cp\u003eStep 8: Engage with Your First- and Second-Degree LinkedIn Network 200\u003c\/p\u003e \u003cp\u003eStep 9: Reach Out Via Direct Message to Your LinkedIn Connections 200\u003c\/p\u003e \u003cp\u003eThe Bottom Line 201\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 14 \u003c\/b\u003e\u003cb\u003eGenerating More Referrals: \u003ci\u003eWhy Don’t You Get More? \u003c\/i\u003e203\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eReasons You’re Not Getting Referrals 204\u003c\/p\u003e \u003cp\u003eKnockout Ways to Generate More Referrals 210\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 15 \u003c\/b\u003e\u003cb\u003eOne-on-One Networking Meetings: \u003ci\u003eHow to PUNCH Up Your Time Over Coffee \u003c\/i\u003e219\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eBest Practices 221\u003c\/p\u003e \u003cp\u003eYour PUNCH Card 222\u003c\/p\u003e \u003cp\u003eImportant Points to Keep in Mind 227\u003c\/p\u003e \u003cp\u003eOne-on-One Meeting PUNCH Card 230\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart 5 Developing and Implementing Your Networking System 231\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 16 \u003c\/b\u003e\u003cb\u003eThe Four Phases of Networking: \u003ci\u003ePreparation, Presentation, Follow-up, Maintenance \u003c\/i\u003e233\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003ePreparation 234\u003c\/p\u003e \u003cp\u003ePresentation 240\u003c\/p\u003e \u003cp\u003eFollow-up 247\u003c\/p\u003e \u003cp\u003eMaintenance (OOSIOOM) 250\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 17 \u003c\/b\u003e\u003cb\u003eWhat Now? 90-Day Goals: \u003ci\u003ePutting Your “Daily Fight Plan” into Action! \u003c\/i\u003e255\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eGoals 258\u003c\/p\u003e \u003cp\u003eObjectives or Tasks 262\u003c\/p\u003e \u003cp\u003eBusiness and Networking Examples 263\u003c\/p\u003e \u003cp\u003eDaily Fight Plan (DFP) 264\u003c\/p\u003e \u003cp\u003eDaily Fight Plan\u003csup\u003eTM\u003c\/sup\u003e 267\u003c\/p\u003e \u003cp\u003eFinal Round 268\u003c\/p\u003e \u003cp\u003eAcknowledgments 271\u003c\/p\u003e \u003cp\u003eAbout the Author 273\u003c\/p\u003e \u003cp\u003eIndex 275\u003c\/p\u003e  \u003cp\u003e\u003cb\u003eMICHAEL GOLDBERG\u003c\/b\u003e is a networking expert specializing in helping financial advisors, brokers, agents, reps, product wholesalers, and other sales producers grow their business. His clients include Morgan Stanley, Merrill Lynch, John Hancock Investments, Northern Trust, Griffin Capital, SAP, Brother International, Rabobank, Guardian Life, Jackson National, State Farm Insurance, and Chubb. Michael is also a two-time TEDx speaker, a Certified Speaking Professional and an award-winning adjunct professor at Rutgers University.   \u003c\/p\u003e\u003cp\u003eTrust is essential to the success of anyone working in the financial services industry. Instead of relying on traditional marketing tactics to attract customers, financial advisors, brokers, insurance agents, bankers, and related sales professionals are far more likely to thrive when they focus on networking effectively. Cultivating relationships with prospects and clients to demonstrate why they should trust you with their money is essential. \u003c\/p\u003e\u003cp\u003eIn\u003ci\u003e Knockout Networking for Financial Advisors and Other Sales Producers,\u003c\/i\u003e author Michael Goldberg teaches readers how to do just that! This book provides techniques and insights you must know to avoid joining the 90% of financial advisors who fail out of the insurance and financial services industries within their first two years. \u003c\/p\u003e\u003cp\u003eMichael is the ideal author to teach these lessons. Numerous organizations in the financial services industry have licensed his \"Knock Out Networking\" online program for use companywide. As a networking strategist, educator, and acclaimed speaker, Michael helps people like you develop the skills they need to consistently make the right impression on networking connections, centers of influence, and potential clients. Now you can take advantage of his expertise with this convenient and essential book. \u003c\/p\u003e\u003cp\u003e\u003ci\u003eKnockout Networking for Financial Advisors and Other Sales Producers\u003c\/i\u003e teaches you how to earn someone's trust. It explains where you must go to generate prospects. It illustrates how you can leverage existing relationships to fuel future success. Most importantly, \u003ci\u003eKnockout Networking\u003c\/i\u003e helps sales professionals better understand that consistently applying the Knock Out techniques described in this book will boost their overall confidence. Apply the lessons found in this book to grow your business, and you'll soon be able to confidently and authentically promote your services (as appropriate!) to anyone you meet.\t   \u003c\/p\u003e\u003cp\u003e Praise for  \u003cb\u003eKNOCKOUT NETWORKING FOR FINANCIAL ADVISORS AND OTHER SALES PRODUCERS\u003c\/b\u003e  \u003c\/p\u003e\u003cp\u003e\"Michael's '6 Reasons to Network' should be the opening pages of every financial advisor\/employee\/team member handbook, as well as given to every graduating high school senior. It transcends business and if you read between the lines it is a path to finding, building, and fostering relationships. Thank you, Michael, for unlocking some of the most effective strategies in finding the people in our lives, that will change our lives.\" \u003cb\u003e —Ed Deutschlander,\u003c\/b\u003e CEO, North Star Resource Group, Past President, GAMA International \u003c\/p\u003e\u003cp\u003e\"Michael Goldberg has done a brilliant job turning the seemingly complex world of networking into an easy to follow, everyday occurrence by staying focused and having the correct mindset. Through his themes highlighted in this book of clear communication, relationships are a 2-way street, and learning 'how to talk to people', advisors and other sales producers can gain the greatest benefits of networking.\" \u003cb\u003e—Frank Scalese,\u003c\/b\u003e Managing Partner, Blue Ocean Wealth Solutions, a MA Mutual Company,  President GAMA International \u003c\/p\u003e\u003cp\u003e\"I love Michael Goldberg and his unique understanding of what it means to network. If you are interested in growing your business in the very busy and complex world we live in, you must master the concepts of 'Knock Out Networking for Financial Advisors'. There is so much more to networking than having a drink with friends. There is a science to doing it right and when you do it right, it pays off in so many ways! I urge you to read this book and profit from Michael's concepts.\" \u003cb\u003e—Harry P. Hoopis,\u003c\/b\u003e CEO, Hoopis Performance Network, Hall of Fame Managing Partner, Northwestern Mutual \u003c\/p\u003e\u003cp\u003e\u003cb\u003eBOOST YOUR NETWORKING SKILLS TO BOOST YOUR SALES\u003c\/b\u003e \u003c\/p\u003e\u003cp\u003eIf you're a financial advisor, broker, agent, planner, or banker in the financial services industry, you likely understand the importance of networking. That doesn't mean you know how to network effectively. If you're like many of your peers, you may struggle to not only meet prospects but to cultivate and nurture their trust. \u003c\/p\u003e\u003cp\u003eAuthor Michael Goldberg proves that anyone can learn to network and grow their business. Throughout his career as a networking strategist, speaker, and educator, Michael has worked with such clients as Morgan Stanley, John Hancock Investments, Merrill Lynch, Griffin Capital, Northern Trust, Jackson National, Franklin Templeton, and Rabobank, helping their teams develop the skills they need to consistently attract more business (and keep the clients they already have). In \u003ci\u003eKnockout Networking for Financial Advisors and Other Sales Producers,\u003c\/i\u003e Michael Goldberg provides readers with the same lessons he's shared with industry titans, helping anyone become an expert at prospecting while building and maintaining client relationships.\u003c\/p\u003e","brand":"Wiley","offers":[{"title":"Default Title","offer_id":47989501788389,"sku":"NP9781119649090","price":29.0,"currency_code":"USD","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/1842\/7735\/files\/9781119649090.jpg?v=1761784361","url":"https:\/\/k12savings.com\/es\/products\/knockout-networking-for-financial-advisors-and-other-sales-producers-isbn-9781119649090","provider":"K12savings","version":"1.0","type":"link"}