Book Description
Use a 5-Step Process to Transform Your Business--and Your Life! If you've ever yearned for a business that would energize rather than drain you, if you've ever known and admired someone who made financial services look easy and fun, then you're ready to learn a new way to market. A way that doesn't require so much of your time and energy. A way that requires less effort. Effort-Less Marketing is based on author Steve Moeller's extensive research and refinement of the best strategies to build a financial advisory practice, as well as key marketing principles that work just as well for financial advisors as they do for such customer-savvy giants as Saturn and Nike. You'll toss aside conventional, exhausting sales techniques for a newer, easier way. With these 5 steps, you'll take the guesswork out of reaching the wealthiest and most enjoyable clients, make referral-gathering a no-brainer, and completely revitalize your business.
Customer Reviews:
best book I have read in a long while.......2007-07-18
As a Financial Advisor who has been in the business 5 years, this book has to be one of the best books on building your business I have ever read. It has new and innovative ideas. This book has a least one idea for everyone, I don't care how long you have been in the business.
Outstanding Marketing Strategy Roadmap!.......2007-03-08
After six years in the investment advisory business with a major firm, I became so frustrated with trying to implement the outdated marketing practices that the major firms still promote, I actually left the business and moved into private banking. My absence was three years. Recently, however, I have re-joined the business and co-incidentally found Steve's excellent book at the same time.
What Steve outlines in the first few chapters of this book are so true. The industry is still plugging things like mail drops and cold calling as a way to build a new business. We all know that today's sophisticated client has no interest in these types of tactics. As I launch my new business, I am using Steve's book as the definitive roadmap to help me grow my business over time. This book provides the much needed and missing training on marketing that advisors dearly need. In this day and age, with managed assets programs etc., managing the money is the easy part. Effective business development strategies are what set the successful apart from the unsuccessful. And this book is the definitive guide. I can't wait for Steve's next book. He is truly plugged in to what matters. He'll be my sole business coach going forward. Thank You Steve.
This is the best!!!!.......2006-12-21
I have only been using the process for a couple of weeks, but the results are incredible. I have come to realize that most advisors including myself are left brained, we're great at explaining products and talking the market lingo. But in reality we are scaring our prospects and clients. Steve's book gets you to think right brained, that is what will conect you to your clients and prospects forever.
I took a client to NY yesterday to meet a hedge fund manager, on the train ride home instead of raving about my view of the manager I used Steve's interview process. I thought I had all of the clients money, but at the end of the interview the client suggested he move another $2mm in assets to me. And above that the client indicated he would never be able to leave me as his advisor. I then suggested that since he had such a great confidence in me we should bring my offering to his friends, family and business contacts. He thought that was great and we are setting up our first meeting with an attorney with more than a $10mm net worth.
I had already finished preparing my 2007 goals. I'm going to go back and adjust my net new assets up by another $20mm and production by $150m. After 21 years in the business I thought I had seen it all, but now I'm more excited than at any other point in my career.
Steve, thanks you.
George
Steve Moeller has opened a window for me........2006-12-15
I have been in this business going on ten years now and have realized a good deal of success. Twice during this time, I had partnered with men who came through the traditional wire house ranks and followed the long standing rules of engagement for our industry.
I recently made the decision to leave my partnership and forge out on my own. I remember telling my wife that I just felt that something significant was lacking in this conventional approach and I wanted a change. So I brought this challenge to my good friend and mentor, who in turn, introduced me to Steve Moeller. Following a short conversation, I ordered this book and spent the next several days pouring through it.
I was truly astonished by what I was reading. It not only confirmed all of my concerns and frustrations with this business, but also clearly and effectively outlined the strategies and tools that I needed to build the financial advisory business of my dreams.
I know this may sound a bit extreme, but without a doubt there are only a few people in my life who have had a bigger impact on my happiness and success.
Informative, Motivational, and Practical.......2006-12-14
A nice surprise about Steve Moeller's book was that the title is entirely accurate; the plethora of information and strategy in this guide is so great that if you follow the instructions and advice he offers, marketing really does become effortless.
Certainly, if you're considering this book you're likely a professional in the investments industry who's read more than a few books on this topic. I'm also no stranger to books in this arena but Moeller's clearly stood out simply based on the amount of detail contained herein. For example, other books will expound upon the importance of referrals and their necessity for a successful practice. You knew that. I knew that. Steve Moeller knows that. "Effortless Marketing" differs in that it's a step-by-step, ready-to-implement-now guide that tells you how to GET referrals (among many other things). And for those who think they already know how to go about getting referrals (as I did), I was surprised to find the book offered completely new strategies for obtaining these valuable contacts... and even referral sources whom I never thought would work on top of that. It's wonderfully insightful and informative, even for the FA who's a know-it-all.
Referrals are just one area the book covers of course. In fact, it's just 1 "step" out of 20 but you can glean what an impact it made. Perhaps the best thing about Moeller's book is that it forces you to get your marketing strategy in order -- not merely your materials, but rather the entire package. It makes you consider whom pitching to would be most beneficial (and profitable) to, while enabling you to position yourself to do this with a high success rate. He makes you examine yourself and pratice, consider your weaknesses, and then advises how to turn them around and make them strengths.
After reading this, you'll find it is not merely a good advice guide, nor even a single-time "must read." I found the information, strategy, and tips to be too numerous and valuable for that. Rather, it's something that, after the initial reading and implementing, should be referenced regularly and attentively if you're to be obtain the best use from it.
Book Description
Unlike other areas of fund-raising, planned giving brings fund-raising professionals into contact with lawyers, accountants, financial planners, consultants, and wealthy donors. They need to be able to speak the same language as the donors and their advisors while still keeping their own organization's goals in mind. This book can help them address these and other vital issues related to starting, marketing, administering, and expanding a planned giving program.
This book is supplemented annually.
Book Description
How service industries can become more competitive by employing the principles of product development
As the lines between products and services become less and less distinct, managers in service industries-such as banking, insurance, financial services, utilities, and retailing-can benefit enormously by learning from product leaders, employing a rigorous product development model to create and test new offerings, develop the most promising ones, and see them to market successfully. Product development experts Scott Edgett and Robert Cooper draw from their extensive research, teaching, and consulting experience to offer service sector executives and managers a comprehensive overview of the principles of product development and how they can be applied profitably.
Customer Reviews:
Repetitive but worthwhile.......2001-10-13
Cooper is the guy if you are into development - from idea to delivery of the goods - be it a product (widget), software or services. He is a portfolio management guy that will help you wrap your thinking around making investments into ideas that are yearning to make a debut in reality.
Good, Practical Book But Repetitive.......2000-06-30
This is a very good book for managers of new service development processes. It offers a framework for designing and implementing a new service development process and there are many good advice and techniques in the book that I believe will prove invaluable to these managers. I expect this is the result of the 1,500 case studies that the authors have conducted.
I especially liked the sections that the authors have entitled "Points for Management to Ponder". These short bits, interspersed throughout the book, forces a reader to link the theories to actual situations in a company. I found such exercises beneficial to the learning process.
However, I found that the authors tend to repeat themselves throughout the book. For example, Chapter 4 and 5 are essentially the same. Chapter 4 walks through the framework fairly quickly with a real case example while Chapter 5 examines the general framework in detail. I believe the 2 chapters could have been combined without much loss to content.
I recommend this book to practitioners, as this is a very practical book. For readers who just want to know more about service development but are currently not involved in any development work, this book is not for you. Like me, you may find some of the framework difficult to understand without a real case to relate to.
Lessons from the master.......2000-06-24
Well written and full of understandings... Bob, as with all his books, has made many key points. An excellent read for anyone who's business is dependent on new services and believes that luck is not a sustainable advantage. If you believe that the event or experience marketing is the key to most sales, then becoming excellent in launching new services is a must.
Book Description
Marketing financial services to seniors guides any financial advisor how to market to seniors with guerilla tactics and with integrity. There's no reason to have a shortage of clients and this book teaches the advisor, in detailed tactical fashion, how to attract affluent retirees. While the entire financial services industry is crazed about baby boomers (who don't save and live on credit cards) today's seniors, while only 17% of the population, control 70% of the wealth. This is the book to get if you want to master the retiree market--fast.
Customer Reviews:
Great info, but................2007-07-19
While I enjoyed the book, there was a lot of emphasis on the services Larry talks about using. He owns the companies that you could or would buy the services from.
The company has undergone a lot of name changes, and from my research it was due to complaints from customers.
In addition, once you get on his email list, you are stuck. While you can "unsubscribe" to the email, it just continues under a different company name.
When I called the company for information, the guy that answered was helpful and honest. He pointed out that while many companies have approved the seminars and services, many large name companies haven't and wouldn't. As I live near Larry's office, the guy knew all the companies in the area and was helpful in telling me not to use the service.
I would suggest that you take the information to heart and mold it to your own use. Work with your compliance people and develop your own material, if they don't already have ready to use material.
The seniors that are on the list you buy, mostly aren't interested in the product, they are interested in the freebie that they get for filling out the info cards.
I hope my competition forgets to read this one.......2003-11-24
I have been following Klein's work for a few years. He is an absolute genious when it comes to marketing. The financial services industry confuses marketing and sales - they are different. I picked up some great ideas in this book, and I am looking forward to adding them to my practice.
Good Book. It used to be criminal to market to seniors........2003-04-21
This was a great book. It really opened my eyes to the true financial needs of seniors and how I can fill that gap. I have been involved with my branch of financial services (futures, commodities, managed futures, and commodity pools) for the past 11 years. I have written three books on the subject, but I never realized that the group that I most ignored were in dire need of my services. Mr.Klein does a great job of explaining indepth the senior psychology to investing. He also shows you that it is not unscrupulous to communicate the proper message to this very wealthy segment of the population. In fact he does a perfect job of showning the financial professional it is criminal not to make an effort to communicate with these individuals. Don't wait until they die and then help their baby booming children. Roll up your sleeves and help them come up with solutions today for their estate planning, their long term care needs, their income needs, and their capital gains needs.
Great book. Very refreshing. I believe financial service professionals should buy this book. Seniors who want to deal with honest financial helpers should also read this book to know what to look for.
A promo rip-off.......2002-12-30
I was really disappointed with this book. It has none of the scripts or sample marketing materials promised. Klein wants to sell you a bunch of his other items: seminar kits, tapes, brochures to hand out, etc...all listed in his "appendix". The info given is so general it is of little use...you would have to spend money on his other items to really find out anything. Don't buy this if you are looking for a real guide to marketing to senior citizens...is is not here !!
One of the best books on marketing I have ever read..........2002-06-05
Larry offers great insite into what makes Senior's Tick. If you are presently marketing to Senior's or are thinking about it, you had better read this book or take your chances!
Book Description
Strategies for binding customers to an organization--by determining the information they want and giving it to them
In 1993, Don Schultz showed marketers how to coordinate their organizations' entire communications programs with the seminalIntegrated Marketing Communications. InIMC--The Next Generation, Schultz offers a refined and updated approach to the IMC model, one that goes beyond the messages an organization chooses to send to encompass the information that the customer wishes to receive or have access to.
IMC--The Next Generation shows marketers how to build sustainable competitive advantage and ROI by combining and coordinating all methods through which buyers and sellers come together. Numerous cases and real-world examples reveal how to use today’s IMC model to:
- Integrate internal and external communications programs
- Influence customers at every contact point
- Build long-term brand relationships
Download Description
Strategies for binding customers to an organization--by determining the information they want and giving it to them In 1993, Don Schultz showed marketers how to coordinate their organizations' entire communications programs with the seminalIntegrated Marketing Communications. InIMC--The Next Generation, Schultz offers a refined and updated approach to the IMC model, one that goes beyond the messages an organization chooses to send to encompass the information that the customer wishes to receive or have access to. IMC--The Next Generation shows marketers how to build sustainable competitive advantage and ROI by combining and coordinating all methods through which buyers and sellers come together. Numerous cases and real-world examples reveal how to use today's IMC model to: Integrate internal and external communications programs Influence customers at every contact point Build long-term brand relationships
Customer Reviews:
quick delivery.......2006-02-23
pretty new book, and it arrived much quicker than what I thought, and it was shipped for free!
Book Description
Learn Powerful Techniques to Quickly Gain Client Trust and Close the Deal
In their previous book,
The Financial Professional’s Guide to Persuading 1 to 1,000, communications specialists Mitch Anthony and Gary DeMoss taught professionals in the financial services industry proven strategies for delivering “can’t miss” presentations about products and services. In this latest book, they take those ideas one step further, teaching the skills that every sales professional needs to know to build a deeper level of trust with clients.
After using the invaluable techniques demonstrated in
Making the Client Connection, you’ll be able to:
• Meet, greet and treat your clients in ways that will make them instantly trust you.
• Use your emotional intelligence to your best advantage.
• Become a better observer of personality and use that understanding to increase your sales.
• Negotiate compromises and resolve conflicts instantly.
• Polish your sales presentation skills to grab the attention of your audience.
With this guide, you’ll never miss another opportunity to determine and deliver exactly what your clients want—ultimately turning a simple introduction into a long-lasting and profitable association.
Book Description
Notable changes occurring in the global marketplace since the publication of the first three editions of this book (1982, 1987, and 1993) have included e-commerce and widespread use of the Internet, growth of supply chain management, a continued explosion of computer and information technology worldwide, development of 24-hour markets with many organizations operating worldwide, and a continued corporate emphasis on quality and customer satisfaction. Trade agreements such as North America Free Trade Agreement (NAFTA), European Union, ASEAN and Mercosur have enabled corporations to implement regional, if not entirely global, logistics strategies. The fourth edition of Strategic Logistics Management has been significantly expanded to reflect these and the many other changes that have occurred, as well as to include state-of-the-art logistics information and technology. The basic tenets of the previous editions have been retained, but new material has been added to make the book more managerial, integrative, and "cutting edge." Strategic Logistics Management is still the only text that takes a marketing orientation and views the subject from a customer satisfaction perspective. While emphasizing the marketing aspects of logistics, it integrates all of the functional areas of the business as well as incorporating logistics into supply chain management. This book has been extensively revised and updated in the areas of technology, global coverage, and transportation. This book features brand new chapters on Supply Chain Management (Ch 2) and Measuring and Selling the Value of Logistics (Ch 17).
Customer Reviews:
Fourth Edition Selected for Graduate Course.......2002-03-12
I reviewed six different texts in preparing for a graduate level course in International Logistics at Baruch College before deciding on Stock and Lambert's Fourth Edition. This text combines currency, and breadth and depth in a way that is most relevant to the manner in which I wish to conduct the class. It provides a useful and usable reference to the students after the course is completed. Furthermore, the related web site has been very helpful in utilizing this text. I will complement the text for certain modules (i.e., E-Commerce, Culture Change, Logistics as a Career). One always needs, no matter who the author, to provide relevant current material from other sources. A big thanks goes to Stock and Lambert for this text.
Excellent Logistics Textbook.......2002-02-13
I have used this book as the primary text for my Supply Chain Management class at the College of New Jersey. My students are Junior and Senior undergraduate level students in the School of Business. The book provided excellent coverage of all major aspects of the logistics discipline.
I believe that the book would also be appropriate at the graduate school level. There are excellent case studies that can be expanded into worthwhile class discussions or projects.
The supplemental material for instructors is very helpful in preparing for lectures.
Useful concepts, but outdated in nature.......2000-07-30
I used this textbook for a recent college course. I was very disappointed because the book was published in 1992 when the computer was a novel concept "for the future of logistics management". If you can get by this "minor" point, there are other good points to be learned in warehousing and inventory managment that are useful. In short: A good reference book.
Only good as a reference book.......1999-10-04
This is not so much a text book for students, but rather a cook book for consultants. I found it boring to read and very superficial. But, as a reference guide in your professional carrier, it is probably quite useful.
This is definitely for the mathematically minded logistician.......1998-10-18
This book focusses on each and every aspect of Logistics management starting from generating an order for a product/commodity right through the manufacturing process, waehousing, inventory management, transportation and customer service. It goes into a little more detail when it comes to inventory management incorporating some basic mathematics and algorithms. It explains each and every step of the logistics "supply chain" process with great detail and finesse. This book can almost (not entirely) replace a swag of other logistics books within its genre. A perfect text for any logistics/industrial engineering curriculum.
Book Description
"This book is syncretism at its best . The writing is clear.The flow has the massive feel of logicunfolding"(Arthur Kover,Consulting Director at HCD Research Inc.,Management Fellow at YaleUniversity,and former editor of the Journal of Advertising Research)"Estelami combines an excellent knowledge of marketing literature with a deep understanding offinancial services. The combination is a very effective and contemporary book on marketing financialservices."(Russell S. Winer,Deputy Dean and Professor of Marketing at the Stern School ofBusiness,New York University)"Marketing Financial Servicesserves an important need,both for the training of students wishing toenter the field of financial services,as well as for those already in the profession."(Kent B. Monroe,Distinguished Professor of Marketing Emeritus,University of Illinois at Urbana-Champaign andDistinguished Visiting Scholar,University of Richmond)"This book provides the reader with a thorough,in-depth review of the subject matter."(AlisonMunsch,Principal,Insights for Actions Research,LLC)Financial services marketers are faced with challenging issues related to pricing,advertising,and sell-ing their products in the marketplace on a daily basis. These challenges result from the immense com-plexity of financial services,the massive number of regulations influencing the industry,and the rapid-ly evolving face of competition. This book provides a systematic and scientific approach to the prac-tice of marketing financial services. The book approaches the topic from the perspective of the cus-tomer. Research findings related to consumer psychology and human decision making provide thefoundation for a structured approach to understanding how individuals make their financial decisions.Drawing from this analysis,the book establishes successful marketing practices for advertising,dis-tributing,and pricing financial products and services. In addition,the book provides a detailed outlineof regulations affecting marketing practices in the U.S.,and discusses tactical and strategic tools usedby financial services companies to penetrate the market. The book has been developed for use byindividual readers eager to gain in-depth training on the topic on their own,and for classroom use byinstructors in business schools at the MBA,undergraduate,and executive levels.
Customer Reviews:
comprehensive and informative.......2007-09-20
Comprehensive with lots of information and references to interesting research findings, and more informative than your typical business book. Overall, a pretty good read.
Not what I thought.......2007-03-26
If you are a bank or a lone financial services group this may help you. If you are a financial advisor working for a wirehouse or large firm it will not help in any way.
I thought I might get target market ideas, or perhaps business plan outlines - there were none.
Just be sure you are the authors intended audience.
VERY INTERESTING FACTS!!!.......2006-08-10
As a business person, I found helpful and interesting facts on how to market financial products. The topics are discussed in an organized manner and the book is relatively easy to follow. There are separate chapters for each aspect of the marketing program. Customer retention issues and regulations are also discussed in quite a bit of detail.
Excellent book, thorough coverage, highly recommended.......2006-08-01
The book has an excellent coverage of the field. It not only teaches you most of what you need to know to market financial services, but is also an excellent reference. It is very current, easy to read, has many good cases and examples for the reader to follow, and is rich with useful information.
Book Description
Intended to develop the essential selling skills needed to effectively market the broad range of credit and noncredit services banks now offer. Assist bankers in their roles as financial consultants to their customers. Updated and revised, it offers bankers a framework they can use to assess their sales effectiveness, improve their post-sales-call evaluation, and recover during a call.
Customer Reviews:
Nothing new.......2007-02-15
This book is a great disapointment. I heard a lot of Mrs Richardson work, I am on her news letter list and was a little too ansious to receive this book.
There is nothing new on her aproach, it is a not so well writen manual to apply sales techniques in the banking market. Somethig that any graduate can do after reading Dr Futrell's books or Spin Selling.
There is too much to explore in this teme. This sould bee a more compreensive work to be whorty.
Bankers in the Selling Role.......2006-03-14
Banking in the 1980's is a more fiercely competitive business than at any other time in history. Today's banking professional is expected to initiate sales and increase market share even as the number of competing banks and banking services spiral upward. In order to succeed in this intensely competitive enviroment, today's bankers must add the skills of a salesperson to their portfolio of financial expertise.
This compact "how to" guide - the first ever designed specifically for the banking profession - will help account and calling officers, product specialists, platform personnel, and management trainees develop the essential selling skills needed to effectively market the broad range of credit and noncredit services banks now offer. Drawing on her wide experience as a consultant to some of the leading banks in America, Linda Richardson shows you how to master a flexible, responsive approach to selling financial services - one that combines product knowledge with consultative selling skills. Using this approach, you'll be able to confidentlly plan your sales calls, recognise and respond to your customer's needs, and a sell financial relationship that will benefit your client and your organization.
--- from book's dustjacket
Customer Reviews:
Helpful information on legal collections........2005-02-16
I thought this book dealt with legal collections more than anything else. I think it would be helpful to any business owner hoping to jump start their collections or accounts receivable department. It is an easy read and has some helpful information for any business owner or credit professional.
Legal Collections Made Easy.......2003-05-09
This book is a quick read, but if you've done collections before, then you won't find much help in it. The author is well-expereinced in legal collections. That's her expertise. A consumer and corporate small to medium balance collector won't find this book that useful. It gives a lot of legal tips and how to write promissory notes, but for the majority of us who don't have time for this, it doesnt' tell us anything we don't already know. She has a debtor excuse section, but she writes it more in theory than someone who has done it a lot. She also doesn't tell us anything new to use in our repetoire of overcoming, "check is in the mail." I wouldn't rate this a great book, I find Tim Paulsen & The Sher brothers' books better and more practical. I'd rate her book "fair."
Wonderful book!.......2000-05-25
What a tremendous book! Very inspirational and helpful with collections with tips and pointers and such positive energy in what is sometimes a negative field. Highly recommended to anyone in collections in ANY business!
Books:
- Electronic Commerce 2004: A Managerial Perspective, Third Edition
- Essentials of Marketing: A Global-managerial Approach (Mcgraw-Hill/Irwin Series in Marketing)
- EVA and Value-Based Management: A Practical Guide to Implementation
- Form Your Own Limited Liability Company 4th Edition
- Foundations of Financial Management (The Mcgraw-Hill/Irwin Series in Finance, Insurance, and Real Estate)
- Fundamentals of Financial Management (with Thomson ONE - Business School Edition)
- Fundamentals of Financial Management (with Thomson ONE - Business School Edition)
- Global Networks, Linked Cities
- Going Solo in the Kitchen
- Handbook on Ontologies (International Handbooks on Information Systems) (International Handbooks on Information Systems)
Books Index
Books Home
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General
| Business & Investing
| Subjects
| Books
Storyselling for Financial Advisors : How Top Producers Sell
Guerrilla Marketing for Financial Advisors
Questions Great Financial Advisors Ask... and Investors Need to Know
Tested in the Trenches: A 9-Step Plan for Building and Sustaining a Million-Dollar Financial Services Practice
Attract and Retain the Affluent Investor: Winning Tactics for Today's Financial Advisor
