Tested in the Trenches: A 9-Step Plan for Building and Sustaining a Million-Dollar Financial Services Practice

by Ron Carson, Steve Sanduski

Build a great financial services practice, AND a great life filled with passion, purpose and enthusiasm. With more than one million financial services practitioners in the United States and Canada, competition for clients can be intense. While some professionals believe that working furiously around the clock at the expense of a personal life is the route to success, top-producing industry veterans Ron Carson and Steve Sanduski disagree. They believe that financial services is a commodity business, and as such, that performing better, delivering better financial plans, or having access to certain products doesn’t differentiate advisors effectively. Rather, differentiating through service, brand and relationship is the only sustainable way advisors can compete. In Tested in the A 9-Step Plan for Building and Sustaining a Million-Dollar Financial Services Practice the authors explain how securities representatives, insurance professionals, investment advisors and CPAs can do just that . . . and create great lives along the way. Based on concepts taught in professional coaching workshops worldwide, Tested in the Trenches If you have the sincere desire to make significant improvements in your financial services business – and your life – clear your schedule, read Tested in the Trenches , then go back and implement each idea in the order it is presented. By doing so you'll be prepared to join the rarefied group of personally fulfilled and professionally successful top achievers.

Genres: Business, Finance

288 pages, Hardcover

First published March 1, 2005

Reviews

[Eric · Rating 4 out of 5]

Ron Carson's book on how to build a Million Dollar Financial Planning practice has hundreds of great ideas. I can't doubt the techniques he espouses in the book because he has lived out everything he has written. However, like other books of this type I have read, it really doesn't tell you how to survive and make a living while you are building a financial planning practice like he has. I think it is a great idea to have fewer clients with more average money under management, but I know from experience you can go through 20 to get the 1. He doesn't give any help in how to survive until you arrive.

[Robb Novotny · Rating 5 out of 5]

Exceptional! There are a few chapters that get a bit long, but take your time. The end of the book has so many gems. Must read for financial professionals. I would also recommend high level sales and small business owners pick this up.

[John · Rating 4 out of 5]

Pretty solid portrayal of the realities being a start-up, sole practitioner and even now as a full partnership in a larger entity, these rules/ideas are very applicable.

[Leah Hortin · Rating 3 out of 5]

This wasn't bad. I have been on the administrative end of the business for 3 years and have had the opportunity to work for one of the top advisors in our company and a lot of the key points are nothing new to me. Systematize processes, invest in good staff, spend the most of your time, energy, and effort on your top tier clientele and generating like referrals.

[Brian Hale · Rating 4 out of 5]

I took a year to walk through this book and it made a serious impact on the way I view my practice. Starting with your value and mission this will help you fine tune you're specific calling.