I read this book from cover to cover and dog eared nearly every page.Dan Richards thoroughly covers topics such as: target marketing, prospecting, putting the customer first, getting referrals, conducting evaluations of your service, networking, managing a large client base and even firing difficult clients; and of course, everything in between.There are so many magnificent and expertly covered ideas in this book, you might feel overwhelmed with excitement and anxiety after finishing the book.Never fear, Richards touches on how you can implement many of the ideas in his book one or a few at a time without going overboard.I will advise that this book is geared more towards the advisor with a year or more in the business (e.g. it does not cover cold calling), however, novices will pick up many ideas that will be useful in dealing with clients from the outset and in growing a practice effortlessly.
As an aside but also important, the central tenet of this book is similar to the ideas covered in Dale Carnegie's "How to Win Friends and Influence People."Both are highly recommended.
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