Top Gun Financial Sales: How to Double or Triple Your Results While Reducing Your Book

by D. Scott Kimball

Scott Kimball had an impressive book of business at a major Wall Street investment firm, boasting about 2000 clients. He was also miserable and running himself ragged. That changed once he created a... This description may be from another edition of this product.

• Format: Hardcover
• Language: English
• ISBN: 0793160642
• ISBN13: 9780793160648
• Release Date: April 2003
• Publisher: Kaplan Publishing
• Length: 181 Pages
• Weight: 1.00 lbs.
• Dimensions: 0.7" x 6.3" x 9.4"

Customer Reviews

Some Ideas Unrealistic, But Sharpens Your Focus - Good Read

I have been in the financial services industry for almost 16 years, and have seen and read just about everything out there. I came upon Kimball's book after reading an excerpt in one of the industry's trade publications. It piqued my interest, so I went for the book.Going after only those clients who would yield commissions of $250,000.00 per year or better is unrealistic - especially if those are the *only* clients you're seeking. It's fine to go "elephant hunting" (as it is commonly called) while building your client base with (what Kimball would call) "smaller" accounts of $500,000.00 to $5 million in assets. But to cut out 80% of your book when you're feeding a family of three or four or more is not realistic nor is it recommended.By the same token, I agree 100% with Kimball that it is imperative to elminate clients and prospects who waste your time. Time is your greatest asset in this business, and you cannot afford to lose a single moment to an individual who does not want to either pay you or unconditionally accept your advise for a fee.While I disagree with Kimball's philosophy regarding account size, shaving your book (I do - although not as drastically as depicted herein), or the number of accounts you should have, many of the ideas he brings forth (while not new) are fantastic when it comes to refining your focus regarding what you need to do day in and day out. I think the book is worth it simply for the latter. All in all, a good read.

Top Flight Advice

This advisor lays out some of the best thinking in the business. Really helps get you focused and think about your business in entirely different way. As you can see from the reviews below, some people just don't get it and never will, which Kimball admits in his book is one of the biggest issues he encounters - the inability of some people to accept responsibility for thier position in life and do something about it. I suggest everyone buy the book who is in the business - if you do 1/2 of what this guy says you need to do every day, you're business can't help but go up. My guess is that we'll encounter the reader from Cleveland at the counter at MacDonalds before the year is out.

Ideas that Work

I have read virtually every book dealing with how to grow as an advisor. This book is at or near the very top.Many large firms are good at telling advisors WHAT to do but not HOW to do it. Mr. Kimball shares his experience and ideas, that given time will work. Any advisor, like Kimball, that has reinvented his business several times obviously understands how to find the money.

Solid Advice

Kimball's book gives fresh advice about surviving in a troubled industry. His writing is clean, and his guidance is no-nonsense. The succinct nature of this book allows you to get through it quickly and implement immediately. My guess is we should all do both if we want to be around much longer.

Right on the money and very Insightful.

I have been in the Securities business for seventeen years. Who says that you can't teach an old dog new tricks? I found Mr. Kimball's book stocked with great ideas for either a rookie or an old dog in the securites business. Mr. Kimball discusses issues plagueing securities salespersons for decades. He then gives concrete instructions regarding how to transform and grow in the securities business. Hopefully, the author will follow up this book with other books that will take a broker's business to new levels. My hat is off to Scott Kimball for writing a book that should be in every security salesperson's library.