Contents
Chapter One: Getting a Clue about Selling 1
Chapter Two: Learning the Lingo and the Mechanics 15
Chapter Three: To Market, to Market 21
Chapter Four: Digging for Gold: Targeting Your Prospects 27
Chapter Five: Getting an Appointment 49
Chapter Six: First Impressions 73
Chapter Seven: Asking Questions 87
Chapter Eight: The Presentation 111
Chapter Nine: The Close 135
Chapter Ten: Keeping the Sale and Generating Repeat Business 153
Chapter Eleven: Making a Career in Sales 163
Chapter Twelve: The Sale 177
Glossary 191
Resources 197
Index 199
Contents
Chapter One: Getting a Clue about Financial Planning 1
Chapter Two: How Is Your Money at Risk? 15
Chapter Three: Your Cash and Investments 39
Chapter Four: Your College Investments 79
Chapter Five: Your Retirement Investments 99
Chapter Six: Health Insurance and Disability Insurance 1 ...
Contents
Chapter One: Getting a Clue about the Stock Market 1
Chapter Two: The Nuts and Bolts of How It Works 29
Chapter Three: It\'s the Numbers, Stupid! 53
Chapter Four: Get Those Feet Wet, or Where to Begin 87
Chapter Five: So What\'s a Market Index Anyway? 109
Chapter Six: Big Plans for Many ...
