To Sell Or Not To Sell... Employer Retirement Plans: Financial Advisor's Roadmap To Successful Retirement Plans Practice

As a record number of baby boomers approach retirement age, the topic of retirement savings has never been more urgent. This book uses Solutions Based Selling (SBS) to help financial advisors who already sell corporate retirement plans increase their business and show advisors interested in joining this area how they can get started. It features tips on profiling the target market and understanding the psychology of the business owner or retirement plan sponsor; how to find potential clients; the art and science of closing the sale: tips for developing and delivering a winning presentation and differentiating oneself from the competition, plus ongoing education and relationship management, including establishing long-term trust.