The Mega Producers: Secrets of Financial Services Superstars to Lead You to the Top

by Drozdeck, Steven

• ISBN13: 9780793178360
• ISBN10: 0793178363
• Format: Hardcover
• Copyright: 2003-12-01
• Publisher: Kaplan

Summary

Slightly more than half of 1 percent of all financial professionals controls one-quarter of the monetary assets in the United States. How did they do it? Each individual found his or her own way. He interviewed these exceptional people and, for the first time, describes the strategies and formulas that propelled them to the top of their field. The Mega Producers offers a fresh approach, a synthesized description of what it takes to truly be "the best of the best" in the competitive world of financial management and planning. Most important, readers will learn what to do and what to avoid on the road to success.

Table of Contents

Preface	vii
Acknowledgments	xi
Introduction	xiii
The Survey	1	(4)
Mental Imperatives	5	(6)
Ten To-Dos	11	(3)
Ten Ideas for Maximum Leverage	14	(5)
A Month in the Life of a Mega Producer	19	(4)
Your Actual versus Stated Value	23	(3)
Benchmarking Yourself	26	(6)
Raising the Bar	32	(4)
Positioning Your Services	36	(4)
Benchmarking Communications	40	(5)
Making a Difference---The Right Attitude	45	(5)
The Psychology of High Net Worth Investors	50	(3)
Uncover Hidden Assets with Financial Profiling	53	(4)
Lifestyle Planning	57	(3)
Lifestyle, Mission, and Vision Questions	60	(3)
Your Ideal Lifestyle	63	(2)
Characteristics and Attributes of Success	65	(3)
The I Percent Shift	68	(3)
Assessing Your Practice and Management Skills	71	(2)
Partnering	73	(3)
Networking and Brain Trusts	76	(5)
The PROGRESS Model	81	(4)
Business Analysis	85	(5)
Demographic Study	90	(4)
Referrals I---The Basics	94	(4)
Referrals II---The Higher Levels	98	(4)
Dealing with Corporations	102	(8)
14 Critical Questions	110	(4)
Branding---Not Just for Cattle Anymore	114	(4)
The Value of PR	118	(5)
Using the Web Effectively	123	(5)
Seminar Sizzle	128	(4)
Benchmarking Professional Knowledge	132	(5)
A Compelling Case for Advice	137	(5)
Managed Money	142	(3)
Foundations and Endowments	145	(4)
Technology, Technique, or Both	149	(2)
Prudent Investment Practices	151	(5)
Rate Your Knowledge	156	(8)
Macro Strategic Planning™	164	(5)
Evaluate Skill, Not Style	169	(7)
Benchmarking Personal and Personnel Motivation	176	(2)
The Character of Success---Seven Keys to Great Leadership	178	(5)
TEAMing for Success	183	(4)
Building a Successful Team	187	(9)
Coaching and Counseling	196	(3)
Conducting Effective Job Interviews	199	(6)
How To/Want To/Chance To---A Performance Evaluation Model	205	(3)
Understanding Performance Issues	208	(5)
The Price of Change	213	(4)
Goal Setting	217	(6)
Appendix: The Original Survey	223	(4)
Resources	227	(2)
About the Author and Contributing Authors	229	(5)
Index	234