The Ten Roads to Riches: The Ways the Wealthy Got There (And How You Can Too!)

120 The

Ten

Roads to R

iches

"throw spaghetti at the wall" m

ent

ality.

If

newbies flame

out

fast,

no skin

off

the firm's nose.

(Thi

s won't be you if you focus only on

learning

to

sell.)

For

a more touchy-feely start, try a boutique. But

learning to sell is key.

For

that

, buy or

bor

row these books and keep

practicing what they teach repeatedly:

• How to Win Friends and Influence P

eopl

e by Dale Carnegie

•

YOll

'll See It When

YOli

Belie

ve It by Wayne

Dyer

• The Psychology of Selling by Brian

Tr

acy

• The

Diff

er

ence

Maker by

Jo

hn Maxwell

II

Confidenc

e by Rosabeth Kan

ter

II See

YOu

at the

'Top

by

Zig Zig

lar

• Spin S

ellin

g by N eil Rackham

Then

you must pass licensing tests before engaging clients.

The

tests are customiz

ed-ba

sed on what you'll sell.

The

y aren 't

hard-if

you study- and you don 't need a degree

to

take them. But

beware: At many firms, if you don't pass the first

time-sayon

ara.

Then

it's selling time. And if you don 't sell you'll soon be

shown the

door

.

Most

firms have periodic quotas

-yo

u must

bring

in maybe $500,000 or so in new client assets

month

ly. Fail

to

do

so, and you' re history.

Thi

s isn't

to

discourage you

but

to

empha-

size the importance of learning

to

sell. You may be a su

per

market

forecaster,

but

if you can't

get

clients

to

hire you, take a different

road . Your firm should help with lists

of

names to call,

but

then it's

up

to

you.

STEPS

TO

OPM

WEALTH

Ne

xt, what type

of

OPMer

will you be?

Con

sider two camps-

co

mmission-based and fie -

base

d- de

fi

ned by