Broyles Top Producer program

Top Producer is very disciplined.  It's good for those who need accountibility (who doesn't).  I recommend getting a group together of 5 - 9 people.  Maybe approach your Branch Manager to see if there's enough interest in the branch.  I say this because the program is even better if you're part of a group that can share stories and have discussions around what's working.

any details on this program?

I tried the Broyles system about 10 years ago. The system,at that time, was excellent for someone without direction or discipline. It stresses the most important things we need to be doing on a daily basis, contacting clients, organizing and executing sales campaigns, and asking for referals. It wraps everything in some pretty serious goal setting. This program would be excellent for any rookie or even a plateaued vet.

As for me, I found the program lacking as I was already doing or exceding most of the action tasks outlined by the program. That's not to say the program isn't good, it is good. For someone already doing the right things and working their butt off it's more of a review or validation that they're on the right track.

Are there any other of these types of programs or books you guys recommend?

i was invloved in Bill Good a few years back, but it was very cold calling based and I don’t know how it has evolved

tjc & apprentice how would you guys structure your days/weeks if you’re a new guy trying to build a book? Would you use a tracking sheet for contacts, sales, meetings, etc?  Use time blocks for every day? Any advice is appreciated. Look forward to your responses.

Any system will work if you work it. A wholesaler bought me the Broyles system a few years ago. Kind of interesting and helps you stay focused on what your real job is - talking to people about doing business with you.

Get a wholesaler to buy it for you.

[quote=no idea]tjc & apprentice how would you guys structure your days/weeks if you're a new guy trying to build a book? Would you use a tracking sheet for contacts, sales, meetings, etc?  Use time blocks for every day? Any advice is appreciated. Look forward to your responses.[/quote]

I've been doing this for 23 years and I still track all my activity. So, yes, track everything. Tracking will help you pin point areas of weakness. Also useful for goal setting. You can't control how many accounts you'll open. You can control how many out going calls you make, how many appointments you run, and how many times you ask for the order (the order being anything that moves the prospect/client along in the decision making process)

Blocking your time is absolutely necessary. It's the only way to stay organized. It's very easy to get knocked off the day's game plan. Best way to stay on task is to block out several hours each day without incoming calls. Block out times for the tasks that will make you money. That is, contacting and meeting with prospects and clients where you'll ask them to buy either a product (stocks, bonds, Mutual funds, etc.) or a service(fee acct) or both. This business is a contact sport, make lots of contacts

tjc…you speak well, if you don’t mind me asking, what are your AUM and gross?

Thanks tjc, I appreciate your insight as usual.



I wouldn’t mind hearing from some of you other guys as well;
apprentice, blarm, ricky roma, et al. In regards to my question above,
what do y’all recommend/do? Thanks.

[quote=frumhere]tjc...you speak well, if you don't mind me asking, what are your AUM and gross?[/quote]

Sorry frum, touchy subject. Everytime I or anyone on this board posts their numbers they get jumped on. So, no numbers. Let's say I do enough to pay for my seat and to be actively recruited on a very regular basis by the majors. I will say that I've been doing this for 23 years, and live a very comfortable life style.

I'll talk about my income this way: When I started I bought a stripped VW Rabbit and drove it for 5 years. However, the harder I worked the more things changed. Today I drive a 3 year old Honda Accord with 96000 miles on the clock. It has air conditioning AND a radio! Whoo hoo!

The big debate in my house right now is whether to pay the roughly $1000 to replace the timing belt on the Accord and to do a few other things to prep it for it's second lifetime of driving 25000 miles a year, or to buy a new car. I can replace the EX for about 20K. HMMM, one thousand for belts, 20 thousand for a new car?  

And yes, my biggest client gives me a lot of crap about driving the Accord. So, when I take him to lunch later this week at one of the most exclusive restaurants in the city, I'll take the Grand Cherokee. At least it has leather and a moonroof.

Like your style tjc.

I driv ean old car as well, but use my rick-shaw when meeting with clients.