The Real Truth about Success: What the Top 1 Percent Do Differently, Why They Won’t Tell You, and How You Can Do it Anyway | by Garrison Wynn | 2010 | ISBN: 9780071629966. How to Leverage Resources and Relationships. How to Establish a Repeatable Process for Success
The Real Truth about Success: What the Top 1 Percent Do Differently, Why They Won’t Tell You, and How You Can Do it Anyway
by Garrison Wynn
2010 (224 pages)
ISBN:9780071629966
Featuring ten years’ worth of interviews with more than 5,000 top performers in their fields, this refreshingly (sometimes brutally) honest book blows the lid off the secret of their success—so you can make it the secret of your success.
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The Real Truth about Success—What the Top 1 Percent Do Differently, Why They Won’t Tell You, and How You Can Do it Anyway
Introduction—My Confession
Chapter 1 – Lies about Success—and Why We Believe Them—Often the Truth doesn’t Sound Impressive Enough
Overview
The Lies We Believe
Why We Buy the Lies
Staging the Unfair Fight
Leveling the Playing Field
Chapter 2 – From Interview to Confession—The Truth about Lying
Overview
Something Stinky This Way Comes
Coaxing the Truth—from Others and Myself
Lost and the Lesson of Flassie
The Truth about Lying
Chapter 3 – The Innate Secret Advantage—I Could Dunk too if I were Seven-foot-two!
Overview
The Physical Advantage
Case Study—From Receptionist to CEO
Turning Disadvantage to Advantage
Chapter 4 – Why Would Anybody Want to Be in a Fair Fight?—Create Your Own Advantage
Overview
Business Culture—Where Fair Play Fails
The Right Person for the Role
What “Right” Looks Like
Working the Disadvantage to Your Favor
Get Yourself a Process
No One Really Craves a Fair Fight
Chapter 5 – “So Your Dad Owns the Company? Nice to Meet You!”—Leveraging Resources and Relationships
Overview
Resources within Reach
Who’s Your Daddy?
Your Loser Buddies
The Three-Level Process for Creating and Leveraging Relationships
Chapter 6 – The Truth about Success—Being the Best versus Being Consistently Chosen
Overview
Influence Factors—The Truth about Trust
The Breakdown—Complexity Frequently Fails
Clear, Simple, Comfortable Choice
The Importance of Feeling Important
The Takeaway
Chapter 7 – What Most People Will Not Do—From the Outside In—Looking Deeply Into How Others See You
Overview
Be and Own Who You Are
Perception Is Reality
Solutions: Solicit, Self-Scan—Whatever It Takes
Be Responsible and Accountable
Be Unemotional
Chapter 8 – Summoning the Willingness—How to Cross the Line from Knowledge to Implementation
Overview
Don’t Just “Talk” It; “Walk” It
Confidence?
Ego and Self-Esteem
Examining Your Belief System
So What’s in Your Way?
Willingness to Change
Chapter 9 – Action and Adaptability Create Opportunity—Establish a Repeatable Process for Success
Overview
Cut Out Random Factors and Fluctuations
Adjust in Midflight
Connecting the Dots—Upon Reflection
Chapter 10 – For the Lazy Reader—Quick Advice for People Who’ll Pretend They’ve Read the Book
“Most Successful Businesspeople Get Where They are because They Have a Secret Advantage, and They’re not Afraid to Use it.”
“All I Ever Wanted in Life was an Unfair Advantage.”
“Remember, If You Think Your Boss Is Stupid, That Person Is Just Smart Enough to Be Your Boss. The Smartest People in the World are not in Charge; They Work for the Action Takers”
“Approach Life Talent First. Find or Create Your Personal Advantage.”
“Satisfaction may Be the Goal of the Average Person, but it Is the Enemy of Greatness.”
“Long-Term Success Is the Result of Relationships Built on a Foundation of Trust. People Get More Value from Those They Trust.”
“It Does not Matter How Smart You are if Nobody Knows What You are Talking about.”
“Knowledge Is not Power; Implementation Is Power.”
“Action and Flexibility Create Opportunity.”
“Circumstances Do not Create the Quality of Your Life.”
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The Million-Dollar Financial Advisor: Powerful Lessons and Proven Strategies from Top Producers | by David J. Mullen, Jr. | 2010 | ISBN: 9780814414729. Top Financial Advisor Mindset. Wealth Management Process. Cold Calling Marketing Techniques. Professional Referral Network.
The Million-Dollar Financial Advisor: Powerful Lessons and Proven Strategies from Top Producers
by David J. Mullen, Jr.
2010 (289 pages)
ISBN:9780814414729
Brimming with practical advice from the author and expert insights from his interview subjects, this book provides universal success principles explained step-by-step for immediate application by veteran and new financial professionals alike.
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The Million-Dollar Financial Advisor—Powerful Lessons and Proven Strategies from Top Producers
Introduction
Overview
Learning from the Masters
Meet the Top Advisors
The Interview Process
Top Advisor Questionnaire
What We Learned from the Data
The Top Advisors
Top Advisor Lessons Summarized
Moving Forward
Part One – The Lessons
Chapter 1 – Lesson One—The Top Advisor Mindset
Overview
Professionalism Is the Gold Standard
Showing Confidence
Taking Risks
Taking on the Competition
Setting Goals
Being a Visionary
Developing a Strong Work Ethic
Passion and Energy
Communication Is Key
Being Perceived as “Trustworthy”
Chapter 2 – Lesson Two—The “Leverage of Size” Principle
Overview
Dana Organized Her Way to Fewer, Better Clients
David Created New Products to Land Bigger Clients
Rob’s Career Kept Changing with His Client Base
Implementing Lesson #2
Redefining Your Business
Ross Sets a Floor for His New Clients
Forecasting for Growth
Continuing the Discovery Process
Affluent Clients Require Time
One Hundred Is the Magic Number
Chapter 3 – Lesson Three—Professional Development
Overview
The Evolution
Professional Growth Sets David Apart
The Bar Is High
Professionalism vs. Salesmanship
Making Time for Personal Growth
Implementing Lesson #3
Joining a Professional Organization
Knowing the Ins and Outs of Your Niche
Keeping Abreast of the Market and Financial Theory
Chapter 4 – Lesson Four—Specialization
Overview
Why Specialization Works
The Benefits of Casting a Small Net
The Specialties of Our Top Advisors
Implementing Lesson #4
Narrowing Your Focus to One or Two Niches
Analyzing Your Client Base
Don’t Forget to Market
Continuing Your Professional Development
Chapter 5 – Lesson Five—Relationship Focus
Overview
Honesty Is Still the Best Policy
Implementing Lesson #5
Understanding the Motives of Prospects and Your Clients
Learning to Forget About E-Mail
Investing in Relationship-Building Activities
Prioritizing Your Time
Bridging Friendship and Business
Chapter 6 – Lesson Six—Marketing Best Practices
Overview
Getting Past Rejection
Cold Calling: A Beginner’s Marketing Strategy
Top Marketing Techniques
Client Referrals
Professional Referral Network
Niche Marketing and Warm Calling
Event Marketing
Right Place, Right People Marketing
Dana says:
Joseph says:
David says:
William says:
Other Top Advisor Transition Lines:
The Follow-Up Process
Chapter 7 – Lesson Seven—Professional Referral Networks
Overview
Charles—A Master of Influencer Marketing
Getting the Appointment
A Long-Term Approach
The Reverse Approach
The Numbers
Three Constituents
Charles’s Best Tips for Building a Professional Referral Network
Tim—A CPA’s Perspective
Again, E-Mail Isn’t the Way to Build Relationships
Tim’s Numbers:
Implementing Lesson #7
Three Steps to a Successful Influencer Meeting
Outline of Prospecting Meetings
Other Types of Influencers
Chapter 8 – Lesson Eight—Nonprofit Organization Involvement
Overview
Selecting Your Organization of Choice Wisely
Dana Made Joining Nonprofits Her Marketing Strategy—A Case Study for Successful Implementation
Becoming a Leader
Raising Money
Managing the Money
Building Personal Relationships with Other Board Members
Weaving Yourself into the Fabric of the Community
Forming Your Own Nonprofit
Transitioning from Nonprofit to Business
Chapter 9 – Lesson Nine—Long-Term Orientation
Overview
Client Focus
Investing Time in Developing the Skills Your Prospects and Clients Have
Marketing Focus
Retained Earnings
How Much to Reinvest?
Implementing Lesson #9—A Case Study
Chapter 10 – Lesson Ten—Creating a Team
Overview
Everyone Makes Hiring Mistakes
Benefits of a Team Strategy
Team Structure
William Runs His Business Like a Doctor’s Office
Implementing Lesson #10
Six Elements of a Successful Team
Chapter 11 – Lesson Eleven—Wealth Management
Overview
A Win-Win Situation
The Wealth-Management Process
Joseph Provides a Vast Range of Services
A Conservative Approach
Implementing Lesson #11
Maintaining Client Contact Is Key
Chapter 12 – Lesson Twelve—Commitment to Service
Overview
Proactive Service Pays Off
Excellent Service Means Something Different to Everyone
Greg Provides Flawless Service
Implementing Lesson #12
Focusing on Performance to Achieve Service Excellence
Expanding Your Service Offerings
Developing a Plan for Problem Resolution
Standard Operating Procedure for Problem Resolution
Creating the “New Account” Experience
The Extra Touch
Chapter 13 – Lesson Thirteen—Time Management
A Puritanical Work Ethic
A Typical Day
Implementing Lesson #13
The Importance of Delegating
Time Blocking
Prioritization
The Schedule
Sample Schedule
Creating Repeatable Processes
Part Two – Putting The Lessons Into Practice
Chapter 14 – Taylor Glover: Lessons from the Very Top
In the Beginning . . .
The Next Step: Involvement in Nonprofit Organizations
Taylor Glover Meets Ted Turner
The $100 Million Club
Long-Term Orientation
Specialization
Relationship Building
Service
Wealth Management
The Team
Taylor, According to Art
Marketing
Time Management
Professional Growth
Professional Referral Sources
The Personal Side
Chapter 15 – Henry Camp—Going from Good to Great
Meet Henry Camp
The Transition
The Transformation
Becoming a Specialist
The Bottom Line
Chapter 16 – The Asset Challenge
Overview
Tactical Strategy #1: Client Referrals
Tactical Strategy #2: Professional Referral Network
Tactical Strategy #3: Client Events
Tactical Strategy #4: Niche Marketing
Tactical Strategy #5: Right Place, Right People
Tactical Strategy #6: Nonprofit and Outside Interest Leadership
Tactical Strategy #7: More Assets from Existing Clients
Tactical Strategy #8: Product and Service Expansion
Tactical Strategy #9: The Monthly Client Contact
Proactive Monthly Contact Script
Tactical Strategy #10: Client Retention
Tactical Strategy #11: Prospect Pipeline Management
Tactical Strategy #12: Time Management
The Scorecard
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