Download or read book Selling Professional and Financial Services Handbook written by Scott Paczosa and published by John Wiley & Sons. This book was released on 2013-11-11 with total page 174 pages. Available in PDF, EPUB and Kindle. Book excerpt: An effective strategic framework for successful face-to-face selling for financial services industry professionals Times are very tough for people who sell professional services and Selling Professional and Financial Services Handbook offers a new solution proven in practice. The book describes methods the authors have used and taught since the 1990s, most recently at a major consulting firm, where they led a Global Business Development team to revenue gains of 500% over six years — in a period that included the recession of 2008-10. The solution is not any new twist on face-to-face selling techniques or the art of persuasion. It’s a strategic approach built around a simple fact: the markets are tight but far from static. Even with lean budgets, client companies must respond to urgent changes and emerging threats in their industries. Thus they will buy services from the sellers who can help them detect, understand, and cope with what’s coming their way. This handbook outlines a systematic way of becoming such a valued resource. Readers learn to scan the horizon for early signs of “rock-ripple events.” Major changes in the business world often spring from new developments that are little noted or heeded, at first, by the client companies soon to be affected by them. But like a rock dropped in a pond, these events set off ripples that sweep through entire industry sectors, creating must-have service needs. The book is written for everyone who sells, or is responsible for selling, professional services. This includes but is not limited to: law firms, consulting firms, finance industry, public relations, engineering, and architectural services. Readers who can benefit from the dynamic approach hold a variety of positions. They include: Attorneys, consultants and other practitioners who must sell their services as well as execute. CEOs, equity partners, practice-area leaders, functional and divisional leaders Private Equity or Venture Capital executives Sales or business-development professionals, from entry level to senior level Sales and marketing managers But the book is for sellers in every category who need a new and better approach to selling. Many, even the most skilled, simply have not adjusted to the new normal of today’s economy. They persist with old strategies that cannot be as productive as they once were, such as pursuing one-off opportunities (which are too few and too hard to win in lean times) or old-style “relationship selling” (which gains little if any traction). Selling Professional and Financial Services Handbook gives all such readers a new strategic framework within which to apply their face-to-face selling skills. It is an approach that puts them in position to win — so they can sell from ahead of the game, instead of struggling to keep up with it.

Download or read book Selling Professional and Financial Services Handbook written by Scott Paczosa and published by . This book was released on 2014 with total page 191 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Download or read book Financial Services Sales Handbook written by Clifton T. Warren and published by Business Expert Press. This book was released on 2016-08-11 with total page 157 pages. Available in PDF, EPUB and Kindle. Book excerpt: Acquiring, retaining, and developing clients are the major steps for any successful business; failure to accomplish these steps is the major reason many professionals and firms fail to achieve their full potential.The financial services industry is currently facing its biggest challenge: increased competition; smarter buyers who want to deal with professionals instead of sales people; and the emergence of social media, including Facebook, Twitter, LinkedIn, and Google. The Financial Sales Handbook: A Guide to Become a Top Producer is for experienced professionals as well as for those who want to make the transition from managing work to more effective selling. The book is also for professionals who want to sharpen their skills. It is intended as the nucleus for corporate training programs as well as for self-employed professionals who must market and sell to stay in business.

Download or read book Cross Selling Financial Services written by Clifton T. Warren and published by Business Expert Press. This book was released on 2017-12-05 with total page 268 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book is about generating profitable revenue from existing clients, and converting part-time clients into 100 percent full-time clients. Professionals and firms that offer financial services want to enjoy continued organic growth, and maximize the value of their business. Retaining and developing existing clients is one of the challenges they encounter in the process. The financial services industry is currently facing several key challenges: increasing competition, industry consolidation, rapidly changing technology, a soft market (for rates, premiums, and fees), and an increasing number of regulatory requirements. All these factors make it difficult for firms to produce consistent, positive, organic growth. This book is a follow-up to the author’s previous book The Financial Sales Handbook: A Professionals Guide to Becoming a Top Producer. Although this book is an extension of the first, readers can be confident in approaching it as a stand-alone book. Cross-Selling Financial Services: A Professional’s Guide to Account Development is for experienced professionals and firms who want to protect their existing top clients and revenue, and maximize the long-term growth and profitability of their business. The book will also help professionals to sharpen their account development capabilities. It is designed to be the nucleus for corporate training programs, as well as a guide for self-employed professionals who must market and sell to stay in business.

Download or read book Straight Through Processing for Financial Services written by Ayesha Khanna and published by Academic Press. This book was released on 2010-08-03 with total page 265 pages. Available in PDF, EPUB and Kindle. Book excerpt: As economic and regulatory pressures drive financial institutions to seek efficiency gains by improving the quality of their trading processes and systems, firms are devoting increasing amounts of capital to maintaining their competitive edge. Straight-Through Processing (STP), which automates every step in the trading system, is the most effective way for firms to remain competitive. According to the Securities Industry Association, the US securities industry will spend $8 billion to implement STP initiatives, and 99% percent of this investment will be made in systems internal to the firm. Straight-Through Processing for Financial Services: The Complete Guide provides the knowledge and tools required by operations managers and systems architects to develop and implement STP processing systems that streamline business processes to maintain competitiveness in the market.* Learn the tools and techniques for developing software systems and for streamlining business processes* Keep up to date and well informed in this highly regulated and ever changing market* Gain the knowledge and experience for a leading consultant in the field

Download or read book How to Master the Art of Selling Financial Services written by Tom Hopkins and published by Made for Success. This book was released on 2023-05-02 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: Whether you're a financial services expert or novice, you understand the business. You've worked hard to gain your product knowledge. You study industry trends. But, do you know how to talk to clients so they'll listen? The How to Master the Art of Selling Financial Services live audio seminar shows you how to gain the trust of others quickly, get them to like you, take your advice, and become long-term clients which is the foundation for every successful business. Tom Hopkins has been training in the financial services industry over three decades and has developed methods to help you communicate with your clients and understand what your clients want from you. Once you know what clients want, you can learn how to provide it! Financial services representatives have turned to Tom Hopkins for years for his proven-effective, professional selling strategies which have helped them learn how to help more of their clients make financial planning decisions. How to Master the Art of Selling Financial Services audio seminar will help you: Learn effective ways to talk with clients and calm their fearsAsk the right questions to get clients talking about their needsImplement client feedback so that you can provide your best serviceIncrease your sales ratios with closing strategies that make sense to your clientsGrow your business with powerful, yet simple referral strategies This audio seminar includes a bonus PDF workbook to give you exceptional training of Hopkins' methods and will teach you how to master the art of selling financial services more effectively and efficiently than ever before! Topics include: Definition of SuccessFour Areas to Set GoalsHow to Set Financial GoalsWhat is Holding You BackPeople Business TriangleProspecting StrategiesClient FearsFear-Producing WordsQuestioning StrategiesNEADS QualificationDeveloping a Quality PresentationGlamour Words and Visual AidsAddressing ConcernsClosing the SaleBuilding a Long-Term Business

Download or read book Professional s Handbook of Financial Risk Management written by Lev Borodovsky and published by Elsevier. This book was released on 2000-02-25 with total page 817 pages. Available in PDF, EPUB and Kindle. Book excerpt: Professional's Handbook of Financial Risk Management is a major reference work in finance. A complete practical reference book covering all aspects of financial risk management including an in-depth look at operational risk management, regulation, risk-based capital, and risk adjusted performance measurement. The book focuses on practical financial risk management techniques and solutions, and is designed to guide the risk professional step-by-step through the implementation of a firm-wide risk management framework. This book covers the various roles of the risk management function. Rather than describing every possible role in exhaustive detail, the authors have provided a story line for each of the discussed topics, including practical issues that a risk manager needs to consider when tackling the subject, possible solutions to difficulties that might be encountered, background knowledge that is essential to know, and more intricate practices and techniques that are being used. By providing these fundamentals, the novice risk professional can gain a thorough understanding of the topic in question while the more experienced professional can use some of the more advanced concepts within the book. Thus the book can be used to broaden your own knowledge of the risk world, both by familiarizing yourself with areas in which you lack experience and by enhancing your knowledge in areas that you already have expertise. All authors are leaders in their field who between them have the expertise and knowledge, both practical and theoretical, to produce this definitive risk management guide. The editors of this book, Marc Lore and Lev Borodovsky, are senior financial risk managers at Sanwa Bank (International) London, and Credit Suisse First Boston, USA respectively. They also run The Global Association of Risk Professionals (GARP), the industry association for financial risk management practitioners and researchers. - Endorsed by GARP - Global Association of Risk Professionals - Authored and edited by leading financial markets risk professionals - International in coverage; the concepts and methods covered are not specific to any country or institution, but rather to the risk management profession as a whole

Download or read book The Financial Services Marketing Handbook written by Evelyn Ehrlich and published by John Wiley & Sons. This book was released on 2012-02-08 with total page 214 pages. Available in PDF, EPUB and Kindle. Book excerpt: The roadmap to success for financial professionals using real-world examples, practical how-to's, and a structured approach to marketing strategy and tactics that covers the basics for beginners and inspires new ideas for marketing pros The Financial Marketing Services Handbook, Second Edition gives sales and marketing practitioners the practical tools and best practices they need both to improve their job performance and their retail and institutional marketing strategies. The FSM Handbook guides marketing and sales professionals working in an industry characterized by cut-throat competition, client mistrust, transformative technologies, and ever-changing regulation, to understand the practical steps they must take to turn these threats into opportunities. Providing invaluable information on how to target, win, and retain profitable customers, the book presents an overview of the basic marketing functions—segmentation, positioning, brand building, situational analyses, and tactical planning—as they relate specifically to the financial services industry. With up-to-date case studies, showing what has worked and, more tellingly, what hasn't, the book demonstrates how to effectively utilize the marketer's toolbox—from advertising and public relations to social media and mobile marketing. Discusses how social media (Twitter, Facebook, blogs, review sites) impact branding and sales Packed with new information on landing pages, email success factors, and smartphone apps Demonstrates how behavioral economics affect marketing strategy Case studies and charts are fully revised and updated The financial industry is under intense pressure to improve profits, retain high-value clients, and maintain brand equity without straining budgets. The first edition has become an industry-standard reference book and The Financial Services Marketing Handbook, Second Edition gives sales and marketing professionals even more of the information they need to stretch value from each marketing dollar.

Download or read book The Handbook of Structured Finance written by Arnaud de Servigny and published by McGraw Hill Professional. This book was released on 2007-02-14 with total page 793 pages. Available in PDF, EPUB and Kindle. Book excerpt: Structured finance is a $2 trillion market used by all major institutional investors Both authors are highly regarded structured finance experts from Standard & Poor’s Features Standard & Poor’s exclusive techniques in default risk models and cash-flow models

Download or read book The Marketing Handbook for Financial Advisors written by Jeremy Jackson and published by Createspace Independent Publishing Platform. This book was released on 2017-08-16 with total page 114 pages. Available in PDF, EPUB and Kindle. Book excerpt: The first edition of The Marketing Handbook for Financial Advisors was released in 2014 and has been read and well received by thousands of financial advisors. This new edition has been revised to include updated information on some of the technology offered to financial advisors as well as an expanded section on how to operationalize LinkedIn on an ongoing basis. The Marketing Handbook for Financial Advisors is the first book of its kind. Written by an industry leader in financial services marketing, this actionable handbook cuts through the fluff to help financial advisors truly learn how to market their practices better. The book isn't meant to be an academic exploration of marketing in the industry -- it's a to-the-point explanation of how financial advisors can be smarter marketers written by a marketing professional who has worked with thousands of financial advisors.

Download or read book The Operational Risk Handbook for Financial Companies written by Brian Barnier and published by Harriman House Limited. This book was released on 2011-07-08 with total page 166 pages. Available in PDF, EPUB and Kindle. Book excerpt: The Operational Risk Handbook for Financial Companies is a groundbreaking new book. It seeks to apply for the first time a range of proven operational risk techniques from other industries and disciplines to the troubled territory of financial services. Operational risk expert Brian Barnier introduces a range of sophisticated, dependable and - crucially - approachable tools for risk evaluation, risk response and risk governance. He provides a more robust way of gaining a better picture of risks, shows how to build risk-return awareness into decision making, and how to fix (and not just report) risks. The practical importance of fully understanding and acting on risk to the business begins in the foreword on plan-B thinking, penned by Marshall Carter, chairman of the NYSE and deputy chairman of NYSE Euronext. The book is unique because: - It is not just about modeling and a few basic tools derived from regulatory requirements. Instead, it looks at management of risk to operations across industries, professional disciplines and history to help ops risk leaders become aware of the entire landscape of proven experience, not just their own conference room. - It is not just about compliance. Instead, it looks to operations as part of performance - managing risk to return for shareholders and other interests (e.g. guarantee funds). - It is not content to look at risk in stand-alone segments or silos; instead it takes a systems approach. - It is not just about ops risk leaders sharing war stories at a conference. Instead, it introduces a panel of six financial institution board members who get risk management and provide their perspectives throughout the book to encourage/demand more from ops risk to meet the needs of the institution in the world. - It is not a semi-random collection of tips and tricks. Instead, it is grounded in a risk-management process flow tailored to financial companies from a range of proven experience, providing tools to help at each step. Suitable for companies of all sizes, this book is of direct relevance and use to all business managers, practitioners, boards and senior executives. Key insights from and for each are built into every chapter, including unique contributions from board members of a range of companies. The Operational Risk Handbook for Financial Companies is an essential book for making better decisions at every level of a financial company; ones that measurably improve outcomes for boards, managers, employees and shareholders alike.

Download or read book Mutual Fund Industry Handbook written by Lee Gremillion and published by John Wiley & Sons. This book was released on 2012-06-22 with total page 295 pages. Available in PDF, EPUB and Kindle. Book excerpt: "The Mutual Fund Industry Handbook is a remarkably important work . . . I am profoundly impressed by the broad and comprehensive sweep of information and knowledge that this book makes available to industry participants, college and business school students, and anyone else with a serious interest in this industry." -- From the Foreword by John C. Bogle President, Bogle Financial Markets Research Center Founder and former chief executive, The Vanguard Group A Foreword by John C. Bogle, founder of The Vanguard Group and one of the most respected leaders in the mutual fund industry, sets the stage for this authoritative book that explains the complexities of the phenomenal industry in simple terms. Investors like the fact that mutual funds offer professional management, easy diversification, liquidity, convenience, a wide range of investment choices, and regulatory protection. Mutual Fund Industry Handbook touches on all of those features and focuses on the diverse functions performed in the day-to-day operations of the mutual fund industry. You'll learn about: Front-office functions-analysis, buying, and selling. Back-office functions, including settlement, custody, accounting, and reporting. Commission structures-front-end loads, back-end loads, or level loads. The various fund categories used by the Investment Company Institute, Morningstar, and Lipper. The roles played by fund managers, investment advisors, custodial banks, distributors, transfer agents, and other third-party service providers. If you want a definitive reference on the mutual fund industry, this is the book for you.

Download or read book How to Value Buy or Sell a Financial Advisory Practice written by Mark C. Tibergien and published by John Wiley and Sons. This book was released on 2010-05-13 with total page 355 pages. Available in PDF, EPUB and Kindle. Book excerpt: Financial planning is a young industry. The International Association of Financial Planning—one of the predecessors to the Financial Planning Association—was formed less than forty years ago. But as the profession's first tier of advisers reaches maturity, the decisions that may be part of transition planning for their firms loom large. A sale? A partner buyout? A merger? No matter what the choice, its viability hinges on one critical issue—the value of the firm. Unfortunately, many advisers--whether veteran or novice—simply don't know the worth of their practice or how to influence it. That's why How to Value, Buy, or Sell a Financial-Advisory Practice is such an important book. It takes advisers carefully through the logic and the legwork of coming to a true assessment of one of their most important personal assets—their business. Renowned for their years of experience helping advisers tackle the daunting challenges related to the valuation, sale, and purchase of advisory firms, Mark C. Tibergien and Owen Dahl offer guidance that's essential and solutions that work.

Download or read book 22 Keys to Sales Success written by James M. Benson and published by Bloomberg Press. This book was released on 2014-05-14 with total page 220 pages. Available in PDF, EPUB and Kindle. Book excerpt: In the past few years, the financial industry has undergone dynamic structural changes that have deeply affected the sales process. Bruised by market volatility, today's consumer is skeptical and demands more for less. A business needs fresh approaches to sell in today's tough marketplace. Here are the 22 Keys that can help any financial professional make more money, work less, and maximize his potential. Industry leaders James Benson and Paul Karasik combine their personal experience with the shared wisdom of the masters. Each key contains proven, actionable sales guidelines, including: The four primary fears that could destroy a sale--and how to help prospects overcome themThe nine most effective strategic approaches to "target marketing" successFive guidelines for qualifying prospects more effectivelySixty-five ways to snap a sales slumpTen ways to get clients to say yesFour simple steps to generate new business with current clientsFive guidelines for overcoming objectionsSix sample scripts to make closing ratios soar Whether a company has been in business for years or is just beginning, each key will unlock a new door on the path to sales success.

Download or read book Don t Fall For It written by Ben Carlson and published by John Wiley & Sons. This book was released on 2020-01-02 with total page 198 pages. Available in PDF, EPUB and Kindle. Book excerpt: Learn financial and business lessons from some of the biggest frauds in history Why does financial fraud persist? History is full of sensational financial frauds and scams. Enron was forced to declare bankruptcy after allegations of massive accounting fraud, wiping out $78 billion in stock market value. Bernie Madoff, the largest individual fraudster in history, built a $65 billion Ponzi scheme that ultimately resulted in his being sentenced to 150 years in prison. People from all walks of life have been scammed out of their money: French and British nobility looking to get rich quickly, farmers looking for a miracle cure for their health ailments, several professional athletes, and some of Hollywood’s biggest stars. No one is immune from getting deceived when money is involved. Don’t Fall For It is a fascinating look into some of the biggest financial frauds and scams ever. This compelling book explores specific instances of financial fraud as well as some of the most successful charlatans and hucksters of all-time. Sharing lessons that apply to business, money management, and investing, author Ben Carlson answers questions such as: Why do even the most intelligent among us get taken advantage of in financial scams? What make fraudsters successful? Why is it often harder to stay rich than to get rich? Each chapter in examines different frauds, perpetrators, or victims of scams. These real-life stories include anecdotes about how these frauds were carried out and discussions of what can be learned from these events. This engaging book: Explores the business and financial lessons drawn from some of history’s biggest frauds Describes the conditions under which fraud tends to work best Explains how people can avoid being scammed out of their money Suggests practical steps to reduce financial fraud in the future Don’t Fall For It: A Short History of Financial Scams is filled with engrossing real-life stories and valuable insights, written for finance professionals, investors, and general interest readers alike.

Download or read book The Handbook of Financial Instruments written by Frank J. Fabozzi and published by John Wiley & Sons. This book was released on 2003-02-03 with total page 863 pages. Available in PDF, EPUB and Kindle. Book excerpt: An investor's guide to understanding and using financial instruments The Handbook of Financial Instruments provides comprehensive coverage of a broad range of financial instruments, including equities, bonds (asset-backed and mortgage-backed securities), derivatives (equity and fixed income), insurance investment products, mutual funds, alternative investments (hedge funds and private equity), and exchange traded funds. The Handbook of Financial Instruments explores the basic features of each instrument introduced, explains their risk characteristics, and examines the markets in which they trade. Written by experts in their respective fields, this book arms individual investors and institutional investors alike with the knowledge to choose and effectively use any financial instrument available in the market today. John Wiley & Sons, Inc. is proud to be the publisher of the esteemed Frank J. Fabozzi Series. Comprising nearly 100 titles-which include numerous bestsellers—The Frank J. Fabozzi Series is a key resource for finance professionals and academics, strategists and students, and investors. The series is overseen by its eponymous editor, whose expert instruction and presentation of new ideas have been at the forefront of financial publishing for over twenty years. His successful career has provided him with the knowledge, insight, and advice that has led to this comprehensive series. Frank J. Fabozzi, PhD, CFA, CPA, is Editor of the Journal of Portfolio Management, which is read by thousands of institutional investors, as well as editor or author of over 100 books on finance for the professional and academic markets. Currently, Dr. Fabozzi is an adjunct Professor of Finance at Yale University's School of Management and on the board of directors of the Guardian Life family of funds and the Black Rock complex of funds.

Download or read book How to Master the Art of Selling written by Tom Hopkins and published by Grand Central Pub. This book was released on 1988-10 with total page 292 pages. Available in PDF, EPUB and Kindle. Book excerpt: After failing in sales for six months, Tom Hopkins turned his own career around and earned more than a million dollars in three years. Now he tells readers his secrets of success.