Customer Reviews

Million Dollar Prospecting Techniques

5 star:		(3)
4 star:		(3)
3 star:		(0)
2 star:		(0)
1 star:		(3)

 

 

This book reflects a low standard from an excellent organization. It is a mixes plegiarizaton with cliches and fails to deliver anything of substance to those wanting more. As someone who trains financial planners, skip this book. There are better books on prospecting and attitudes about prospecting such as the psychology of call reluctance (see my list of suggested sales books). Others, like SPIN selling do a much better job on the subject of selling in general. Skip this one. Buy one of the others. Demand better from MDRT.

I needed a book on prospecting because I just got started in automotive sales. This dull book wasted most of it's time discussing attitudes and philosophies about selling. Another entire chapter of this 5 chapter gem was devoted to networking at parties (and the only parties discussed in this chapter were ones were lots of successful rich business owners are in attendance-gee thanks).

Basically I ten times more useful prospecting ideas out of one chapter of Tom Hopkins "How to Master the Art of Selling" than this entire book!

This book is an excellent tool for the blood of selling which are the prospects. It helps you to develope and learn the technique that you can feel comfortable with and master it. I started using one of their suggestion already have appointments that are not just good, they are profitable. READ IT AND USE IT.

I help educate and motivate financial advisors every day and finally I have found a book that backs up my own personal beliefs. This is a must for all financial advisors as we go into the year 2000. I personally give this book to my clients as a gift.

Overall, a strong collection of ideas and techniques to increase activity. I have been coaching and training agents for over a decade. Some of these techniques provide great examples of how to conduct yourself as a professional. Other ideas are little more than snappy one liners that may turn off most prospects. Many of these concepts are still relevant today. Some of the ideas are dated, and a few are obnoxious. Either way, you can learn and benefit from knowing what the competition may be saying. Little has changed in our indusrty in the past 100 years. Most clients want to work with committed, and sincere financial professionals. If you can help them "find the money" and eliminate wealth traps, you will surely add value. Some of these techniques can give you the chance to showcase your value to new prospects.

Keith Soltis
Author of Ivy League Wealth Secrets
[...]
Ivy League Wealth Secrets: That the Master Planners don't want you to know!

Save your money. This seems like it was written by a journalist assigned to the task. Also, does not address the realities of the "Do not call list/law". Read the science and art of building a life insurance clientele, by Al Granum.

I have used, to a degree of success, the suggestions within this book. You must follow and practice in order to become better. I recommend this book for an experienced producer or a entry level salesperson.

Good book. Follow it and you'll do well. MDRT could update this with suggestions from recent MDRT winners.

The MDRT Shows why it is the leader in educating and motivating Financial Services Professionals in the Insurance field. By compiling them in a concise and well-written book the ideas of their members, it allows a motivated sales professional to get some new ways to get prospects.

The MDRT has been the place the best and brightest of the financial services industry have both met and spoken. With this book, some of the wisdom imparted to others has been distributed to the masses.

Realize, this is no small thing. No matter if you are selling widgets or insurance, this book can help you with prospecting. You can do a whole lot worse than this book if you want ideas on how to expand your base of clients.

The best way to success is to keep your pipeline full, and this book provides practical ways of doing that.