PDF Ebook The Game of Numbers: Professional Prospecting for Financial Advisors, by Nick Murray
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The Game of Numbers: Professional Prospecting for Financial Advisors, by Nick Murray
PDF Ebook The Game of Numbers: Professional Prospecting for Financial Advisors, by Nick Murray
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Nick's latest book for all financial planners -- not just investment advisors -- who need to prospect. Whether you are just starting out in the profession of advice, or are a mid-career advisor stuck on a "plateau" or in a "comfort zone," your mortal enemy is prospecting Avoidance. You will never be able to build (or re-build) a first-class practice until you overcome your reluctance to prospect. This book is a complete system for breaking down prospecting reluctance, and gradually but steadily increasing your capacity to prospect. Prospecting is The Game You Always Win If You Don't Stop Playing It. And this is the ultimate how-to-not-stop prospecting book.
- Sales Rank: #67186 in Books
- Published on: 2010
- Ingredients: Example Ingredients
- Binding: Hardcover
- 209 pages
- sales, prospecting, 2010, wirehouse, financial advisors, financial planners, cpa, cfp, cfa, cold calling, seminars, referrals, commissions, fee-based business
Most helpful customer reviews
28 of 29 people found the following review helpful.
The Definitive Book on Prospecting for the Financial Advisor
By CameronCrazyJD
Nick Murray takes on the #1 issue that advisors struggle with in their attempt to build a financial services practice - prospecting. Forty three years of experience are distilled into a very readable 209 pages that will leave you wanting to get out there and fight for your career. Mr. Murray makes it clear that prospecting is really about defeating the fear of prospecting. To this end, in part one of the book he sets a foundation for prospecting with what we as advisors believe. The second part of his book deals with behavior. How we respond to "no" is vital to an advisor's long-term ability to prospect effectively. There is no magic pill, but there are definite approaches we can take to free us from the power of rejection.
This book includes some great scripts that will help an advisor find his/her voice in speaking to complete strangers about the most important financial decision in their life, and not sound like a corny used car salesman. I particularly Mr. Murray's approach to "the question behind the question." For me, that was worth the purchase price on it's own. Finally, I found several techniques that I can employ immediately in my practice, such as what to say at the end of every "failed" interview. That said, this is not a book of techniques but of profound wisdom about the science and art of prospecting in 2011.
0 of 0 people found the following review helpful.
Five Stars
By Amazon Customer
It teaches success the real way.
14 of 15 people found the following review helpful.
Awesome Book!
By Clifford R. Davis
I love this book! I just finished it and I am reading it again! This book is a must for any one who is in the acquiring clients mode. It is way cheaper than hiring a coach. If you are the type of person who beats him or her self up when you don't get a client, this book is for you.
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