The Unrivaled Professional
A Financial Advisors Guide to Unparalleled
Performance

Written exclusively for all Financial Advisors committed to a financial planning approach to selling. This is a nuts and bolts book. It details a systematic program to elevate client receptivity and enhance professionalism. The text is complete with hundreds of phrases and strategies that can be implemented immediately. Every detail of the sale process is discussed and analyzed. The selling and decision making models are based EPE's successes working with thousands of producers in all production levels from $1.5 million to $100,000.

Corporate accounts can call 908 875-0149 to place an order.

Excerpts from the Text

I am going to say something that will sound quite bizarre if you have been in practice for a while;you may not have a book of business. Granted, you have clients who have invested money with you. But collectively, they do not comprise a book, at least not the way I am going to define it. A book of business is a dynamic entity. It is capable of growing revenue faster and more assuredly than any marketing method. It will carry you and take care of you when consumer confidence in the financial markets is low. It is prized and represents the value of your practice. You have a responsibility to continuously nurture, market, and upgrade it. Now ask yourself, based on my description, do you have a book of business?




Reflective questions, a subset of the open-ended class of questions, are the best questions to ask in the profiling process. They encourage the client to think deeply before responding. Clients are more likely to respond with valuable personal information. One of the best questions I ever heard and suggest you include immediately is, "Picture your retirement. Tell me what you see." The client must stop and get a mental picture of what retirement will look like. This differs significantly from the default retirement scenarios most clients provide. While conjuring a picture of the future, prospects and clients tend to focus on how great it looks. Few see a bleak picture because no one envisions their retirement as unpleasant. They would not be sitting with you if they didn't possess some degree of optimism. Present market conditions will no longer stand as an obstacle to moving forward with a plan that can help make the portrait a reality.




Many financial planners object to using an investment philosophy early in the process because, after all, they may need to address insurance, tax, or estate planning issues and do not want to be perceived as solely an investment advisor. There is absolutely nothing wrong with waiting until you address retirement planning, college planning, or simply creating wealth to explain your investment philosophy. However, I still prescribe using the investment philosophy up front since clients perceive planners as more than insurance salespersons or similar to bank trust officers or estate attorneys. The very reason an investor agrees to meet with a planner is for expertise in helping with investment solutions. By holding back on explaining how you go about investing money, you raise too many questions like, "Is she an insurance salesperson who will limit my opportunities to insurance products?"

Table of Contents
1. The Unrivaled Professional

2. You Never Get a Second Chance to Make a First Impression

3.Promoting Your Business Through an Effective Use of a Value Statement

4.The Art of Profiling

5. Thinking Like a Portfolio Manager

6.Presenting Solutions

7.Solidifying the Relationship

8. Business Development

9.Taking the First Step on the Path to Becoming the Unrivaled Professional