The Mega Producers : Secrets of Financial Services Superstars to Lead You to the Top Book

	Preface
	Acknowledgments
	Introduction
1	The Survey	1
2	Mental Imperatives	5
3	Ten To-Dos	11
4	Ten Ideas for Maximum Leverage	14
5	A Month in the Life of a Mega Producer	19
6	Your Actual versus Stated Value	23
7	Benchmarking Yourself	26
8	Raising the Bar	32
9	Positioning Your Services	36
10	Benchmarking Communications	40
11	Making a Difference - The Right Attitude	45
12	The Psychology of High Net Worth Investors	50
13	Uncover Hidden Assets with Financial Profiling	53
14	Lifestyle Planning	57
15	Lifestyle, Mission, and Vision Questions	60
16	Your Ideal Lifestyle	63
17	Characteristics and Attributes of Success	65
18	The 1 Percent Shift	68
19	Assessing Your Practice and Management Skills	71
20	Partnering	73
21	Networking and Brain Trusts	76
22	The PROGRESS Model	81
23	Business Analysis	85
24	Demographic Study	90
25	Referrals I - The Basics	94
26	Referrals II - The Higher Levels	98
27	Dealing with Corporations	102
28	14 Critical Questions	110
29	Branding - Not Just for Cattle Anymore	114
30	The Value of PR	118
31	Using the Web Effectively	123
32	Seminar Sizzle	128
33	Benchmarking Professional Knowledge	132
34	A Compelling Case for Advice	137
35	Managed Money	142
36	Foundations and Endowments	145
37	Technology, Technique, or Both	149
38	Prudent Investment Practices	151
39	Rate Your Knowledge	156
40	Macro Strategic Planning	164
41	Evaluate Skill, Not Style	169
42	Benchmarking Personal and Personnel Motivation	176
43	The Character of Success - Seven Keys to Great Leadership	178
44	TEAMing for Success	183
45	Building a Successful Team	187
46	Coaching and Counseling	196
47	Conducting Effective Job Interviews	199
48	How To/Want To/Chance To - A Performance Evaluation Model	205
49	Understanding Performance Issues	208
50	The Price of Change	213
51	Goal Setting	217
App	The Original Survey	223
	Resources	227
	About the Author and Contributing Authors	229
	Index	234