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The industry is in the formative stages of engineering a new generation of teams that moves far beyond the familiar joint-work model in place in many organizations today. To help you decide if this new form of teams is right for your organization, this guidebook includes lessons learned from those advancing rapidly in these new models of teaming, and obstacles preventing successful transition to teams. To guide you in your teaming journey, each chapter includes: Teams in Practice... Details
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In any business, your sales team should mirror your marketplace. That means half of your workforce should be female. But in the financial services industry, only 25.7 percent of financial advisors are women, despite the fact that 70 percent of women seeking advisors say they would prefer to work with a woman. Most firms and agencies are missing significant opportunities to serve female clients and increase revenue. Simply by hiring more female advisors, you could improve your... Details
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If you are looking for practical ways to deal with the challenges faced by financial agency managers, you've likely read dozens of management books that did not convert into concrete results. This book is written by a veteran financial services manager who has forged a practical path to success and longevity in financial sales management. This book shares what he discovered so others could reach their destination more quickly and easily. The Financial Manager's Survival Kit includes... Details
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Personal accountability is the secret weapon of every successful sales professional. It is the secret weapon of Where Winners Live co-author Dave Porter, who became the owner and CEO of Baystate Financial Services at age 35 and grew it into a $100 million-a-year business over the next 15 years. It is the secret weapon of Where Winners Live co-author Linda Galindo, who transformed herself from the self-proclaimed Queen of Victims into an entrepreneur, business coach, consultant and... Details
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The financial services industry can be personally and financially rewarding, so why is it that so few women are in the field? Arthea Reed and Diane Dixon draw upon the results of a Women in Insurance & Financial Services research study and their own extensive knowledge to explain the shortage as well as to inspire more women to enter or remain in the field. Some of the most successful women in financial services have overcome great personal tragedy, professional ridicule, and... Details
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Do Well by Doing Good helps candidates make decisions about a career in the insurance and financial services industry by pointing out both the rewards and the challenges. The booklets are sold in packs of 20, so you can give them away to every candidate in your selection process. This valuable recruiting and selection tool will help candidates make the right career choice for them and for you. Want to customize Do Well by Doing Good with your own logo and message? Contact... Details
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Do Well by Doing Good describes the rewards and the challenges of a career in financial services. Sold in packs of 20, the booklet is available in two versions: one for "advisors" and one for "financial services professionals". This valuable recruiting and selection tool helps candidates make the right career choice for them and for you. Contact products@gamaweb.com. Ed Deutschlander, CLU CLF, co-president and COO of North Star Resource Group has graciously donated all proceeds from... Details
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In The Sky Is Not the Limit: Discovering the True North for Your Life's Path, Phil Richards, CEO of the world's largest independently owned financial planning firm, and Dr. Jarrod Spencer, a sports psychologist, present a simple but highly effective technique for finding your calling in life. Mr. Richards offers his perspective from five decades of extraordinary success in a highly competitive industry, and Dr. Spencer provides his insight gained from helping professional athletes,... Details
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Authored by master of recruiting, Ed Deutschlander, and master coach, Rich Campe, Be the First Believer sets out to share invaluable and accessible instruction on superior leadership. By focusing on the only two things that any of us can control --- effort and attitude --- this inspiring collection of leadership lessons provides specific strategies that put leadership theory into practice. Ed's book will inspire you to be the first beliver in your goals, your vision, and... Details
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In Practice on Purpose, three senior executives in the largest independently owned financial services firm in the world reveal proven strategies for conquering performance plateaus. The authors provide practical steps advisors can take to build a practice on purpose - one that provides clients with an exceptional experience and can ultimately be sold for a profit.
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Benefit from the hard-earned marketing success of some of the most successful firms in our industry. These comprehensive materials illustrate the local marketing techniques used by top-performing field leaders including: target marketing, branding your local field organization, seminar and event marketing and much more.
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In an increasingly complex marketplace, many field leaders are exploring new ways of working. Traditionally, most firms in our industry have cultivated an entrepreneurial environment. In recent years, however, many successful agencies and firms have evolved from an individual orientation to a more team-oriented one. In these comprehensive materials, field leaders who have successfully implemented sales teams share important lessons in creating and sustaining successful teams.... Details
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Learn to turn a group of leaders into a high-performing, harmonious leadership team, accelerate performance by setting vision, goals and expectations and create a team culture based on commitment and trust. Building High-Performance Leadership Teams is based on extensive research sponsored by the GAMA Foundation for Education and Research. Prices listed are for GAMA Foundation noncontributors only. For contributor pricing and more information about the different Building... Details
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Your new managers learn best by doing - they need to practice and master the daily tasks of recruiting, developing and managing salespeople. They want to understand leadership practices that set top field leaders apart, and they're relying on you to plan and manage their development while simultaneously managing your own hectic business. Elements of Leadership combines activity-based learning with proven leadership practices to successfully launch new sales managers. It is packaged... Details
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This seventh study in the Systems for Success research series tackles two of the most valued and challenging skill sets that field leaders must master - mentoring and coaching their associates and managers. Learn the factors that separate top performing firms from the rest when it comes to mentoring and coaching practices, including mentoring requirements, focus areas for mentoring and coaching activities, rewards and consequences, targeted subgroups, and client feedback. Prices... Details
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There are many people in your marketplace who fit the profile of today's top advisors - people who have the interests, drivers, and motivations to be highly successful in the advisor career. Your recruiting challenge is to understand how these high-potential prospects view the career and how to tailor your recruiting messages to appeal to them. And that's what you get with Attracting the Right People - combining three research studies in this newest offering from the GAMA Foundation... Details
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Advisor 2020 provides a comprehensive guide for advisors to begin today to master the brave new world of 2020. It addresses the important trends and challenges presented in Firm 2020 - but from the advisor's perspective. It also drills down into issues, such as sales and support teams, which are especially important to advisors and their practices.
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Prepare your business today for the forces and opportunities that will shape the financial services firm of the future. With Firm 2020 - the compelling new guide from the GAMA Foundation for Education and Research - you can address the markets and clients, the environmental forces, and the cultural shifts that will determine your business future. Act now, and meet the future on your terms. When buying in bulk-purchase discounts are available, which will appear automatically in your... Details
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Now every advisor can live the life they have always dreamed of. In The Road to the Bountiful Life, Harry Hoopis, an industry icon and GAMA International Hall of Fame inductee, shares his keen insights, simple systems, and proven wisdom to help your advisors live more successful and bountiful lives. Topics include gaining trust, setting goals, adopting the characteristics of top performers, building effective teams, and seizing opportunities.
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Purchase the complete Great Ideas series featuring: Great Recruiting Ideas, Great Retention Ideas, Great Marketing Ideas, Great Leadership Ideas, Great Contest & Recognition Ideas, Great Team-Building Ideas, Great Mentoring Ideas, Great Supervision & Accountability Ideas, Great Culture-Building Ideas, and Great Ideas for Frontline Leaders.
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One of the key activities that is common among the industry's most accomplished field leaders is participation in professional study groups. A Guide to Establishing Study Groups is your resource to launch and participate effectively in a cross-company study group. The guide explains the purpose of study groups, models for study groups and specific responsibilities of study group members and mentors.
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The 25-Point System is an effective accountability system that is customized to an individual salesperson’s activity level. Success depends on completing the required number of activity points each day and ensuring that all components of the system (the Strategic Plan, Annual Plans, Quarterly Plans, Weekly Focus Plans, and Daily Plans) are integrated. For 35 years, this system has been paper-based. This book contains both sample forms that show how to record your activity and blank... Details
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In Leading with Vision, Paul Blanco shares specific strategies that enabled him to grow a seven-person office to an award-winning firm with 300+ advisors in 30 offices across five states. He also shares scenarios that didn't work so you can learn from his hard-earned wisdom without making costly mistakes yourself. This publication will teach you valuable leadership strategies, such as: How having an "open-door, high-touch" firm or agency enhances trust, team building, and... Details
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This Master Firm Builder kit includes 25 Secrets to Sustainable Success, From Scratch to $100 Million to $1 Billion, Leaders Growing Leaders, The Miracle Business and Coach Conk's Pearls of Wisdom
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Take an in-depth look at the leadership strategies that have created one of the most successful organizations in our industry. 25 Secrets is a leadership guide that incorporates proven practices in business strategy, leadership philosophy, sales psychology and day-to-day management tactics fully customized to our industry. It will inspire you and reignite your passion for building your own master field organization. Phillip C. Richards, CLU CFP RHU, CEO of North Star Resource Group... Details