CHAPTER 31
Retirement Plans
IN TARGETING RETIREMENT PLANS, I recommend the following three steps:
1. Specialize. To be successful with qualified retirement plans, you should focus on retirement plans between $1 million and $50 million in size. This is the most advantageous segment.
2. Gain expertise. Before you begin prospecting, you must be willing to commit to developing a high level of expertise. This is a market in which knowledge is truly essential. Your firm’s retirement group can give you much of the training and information you need, as can a mutual fund’s partner education program (your wholesaler can guide you to these), and you can read books on retirement plans. Your efforts to continually increase your competencies will give you ...
Get The Million-Dollar Financial Services Practice, 2nd Edition now with the O’Reilly learning platform.
O’Reilly members experience books, live events, courses curated by job role, and more from O’Reilly and nearly 200 top publishers.
