SMART Marketing: The FUNdamentals of Building and Expanding a Successful Financial Advisory Practice

When Larry Biederman joined Merrill Lynch in the 1960s he tried the standard sales tactics - and, like half of all financial advisors, was in danger of failing and quitting. But when he tweaked his process he ended up in the top 5% of brokers in his firm and went on to fifty years of a successful and fun career.

In this book, Biederman explains his five marketing steps to enjoyably build and expand your financial advisory practice. From identifying prospects, developing a relationship, prov...