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To sell or not to sell-- employer retirement plans : the financial advisor's roadmap to a successful retirement plans practice

Author: E Thomas Foster; Todd D Thompson
Publisher: Chicago, IL : Kaplan Pub., ©2007.
Edition/Format:   Print book : EnglishView all editions and formats
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Material Type: Internet resource
Document Type: Book, Internet Resource
All Authors / Contributors: E Thomas Foster; Todd D Thompson
ISBN: 9781419593253 1419593250
OCLC Number: 74029276
Notes: Includes index.
Description: xviii, 188 pages : illustrations ; 24 cm
Contents: Introduction: The Time is Right-Don't Shy Away from This Opportunity to Grow Your Business --
Secret 1. Build Relationships, Trust, and Confidence --
Secret 2. Top Producers Share Common Characteristics --
Secret 3. Top Producers Understand How to Close; They Ask for the Business --
Part A. Why There Has Never Been a Better Time to Be in This Business --
1. A Growing (and Evolving) Market --
The Evolving Regulatory Landscape of Erisa --
Complexity and Confusion Lead to Opportunity --
Proof of a Rapidly Growing Market --
What Explains This Explosive Growth? --
Making the Most of This Growth Opportunity --
2. Retirement Plan Sales-What's in It for You? --
What This Can Mean for Your Practice --
3. No More Excuses!
Responsibility: Tom Foster, Todd D. Thompson.
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