Michael Goldberg - Knockout Networking for Financial Advisors and Other Sales Producers

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MICHAEL GOLDBERG

Copyright © 2020 by John Wiley & Sons, Inc. All rights reserved.

Published by John Wiley & Sons, Inc., Hoboken, New Jersey.

Published simultaneously in Canada.

No part of this publication may be reproduced, stored in a retrieval system, or transmitted in any form or by any means, electronic, mechanical, photocopying, recording, scanning, or otherwise, except as permitted under Section 107 or 108 of the 1976 United States Copyright Act, without either the prior written permission of the Publisher, or authorization through payment of the appropriate per‐copy fee to the Copyright Clearance Center, Inc., 222 Rosewood Drive, Danvers, MA 01923, (978) 750‐8400, fax (978) 646‐8600, or on the Web at www.copyright.com. Requests to the Publisher for permission should be addressed to the Permissions Department, John Wiley & Sons, Inc., 111 River Street, Hoboken, NJ 07030, (201) 748‐6011, fax (201) 748‐6008, or online at http://www.wiley.com/go/permissions.

Trademarks: Wiley and the Wiley logo are trademarks or registered trademarks of John Wiley & Sons, Inc. in the United States and other countries. All other trademarks are the property of their respective owners.

Limit of Liability/Disclaimer of Warranty: While the publisher and author have used their best efforts in preparing this book, they make no representations or warranties with respect to the accuracy or completeness of the contents of this book and specifically disclaim any implied warranties of merchantability or fitness for a particular purpose. No warranty may be created or extended by sales representatives or written sales materials. The advice and strategies contained herein may not be suitable for your situation. You should consult with a professional where appropriate. Neither the publisher nor author shall be liable for any loss of profit or any other commercial damages, including but not limited to special, incidental, consequential, or other damages.

For general information on our other products and services or for technical support, please contact our Customer Care Department within the United States at (800) 762‐2974, outside the United States at (317) 572‐3993 or fax (317) 572‐4002.

Wiley publishes in a variety of print and electronic formats and by print‐on‐demand. Some material included with standard print versions of this book may not be included in e‐books or in print‐on‐demand. If this book refers to media such as a CD or DVD that is not included in the version you purchased, you may download this material at http://booksupport.wiley.com. For more information about Wiley products, visit www.wiley.com.

Library of Congress Cataloging‐in‐Publication Data:

Names: Goldberg, Michael (Networking expert), author.

Title: Knock out networking for financial advisors and other sales producers : more prospects, more referrals, more business / Michael Goldberg.

Description: Hoboken, New Jersey : John Wiley & Sons, [2020] | Includes index.

Identifiers: LCCN 2019058764 (print) | LCCN 2019058765 (ebook) | ISBN 9781119649090 (cloth) | ISBN 9781119649106 (adobe pdf) | ISBN 9781119651925 (epub)

Subjects: LCSH: Investment advisors. | Business networks. | Financial services industry—Vocational guidance.

Classification: LCC HG4621 .G65 2020 (print) | LCC HG4621 (ebook) | DDC 332.1068/8—dc23

LC record available at https://lccn.loc.gov/2019058764

LC ebook record available at https://lccn.loc.gov/2019058765

Cover Design: Wiley

Cover Image: © _jure / Getty Images

To my mom, Sherry Goldberg, who I miss every day. Thank you for always being in my corner and teaching me that this too shall pass .

I love you forever .

“When you put the gloves on, it's better to give than to receive.”

— Sugar Ray Leonard

Great quote from an all‐time great boxer! Better to give than receive. The same holds true when networking. It's about giving and giving more.

You may have noticed that there are boxing gloves on the cover of this book. This must be a boxing book! Of course, if you're in a bookstore or ordered this book online, you would know it's a book about networking. Sorry to disappoint you.

Look on the bright side. Maybe the ideas in this book are “knockout” ideas. Or the stiff jab you need to grow your business. Or the one‐two punch to networking. (Was that title an option?)

There are countless boxing metaphors, expressions, and quotes that come to mind when you associate boxing with business. Well, the fight is certainly on when you decide to become a business owner or sales producer. If you've decided to become a financial advisor, you better be ready to lace up your gloves.

If this is you, you know what I'm talking about. Every day is a fight, baby!

Until you get going, get busy, and get good – as they say in the ring.

Yes, back to boxing for a moment.