"Jim Benson and Paul Karasik have written an easy-to-read-and-understand, cram-packed guide to proven successful selling techniques. I would categorize this book as a 'must-read' for new sales professionals and a 'you better read' for seasoned sales professionals.
"—Albert J. "Bud" Schiff
CEO, NYLEX Benefits
Past President, Association for Advanced Life Underwriting (AALU)
Past Chairman, International Top of the Table
"This is one of the best-written sales books I've read. The action steps and skill builders help put words to action. This belongs on the shelf of every sales professional in the financial services business."
—Robert B. Plybon
Plybon & Associates
Past President, Million Dollar Round Table
"22 Keys to Sales Success makes a great educational text for the financial professional. It presents new ideas for the experienced adviser while also reinforcing historical best practices. For the less-experienced adviser, it serves as an effective primer on how to build a successful practice. Don't miss the resources guide in the back of the book--that alone is worth the price of admission!"
—Barry G. Knight
Senior Vice President and Director of Sales Development, Pioneer Investments
"With this book, Jim Benson and Paul Karasik share their expertise on a number of important skills--such as developing client and professional relationships, ascertaining and serving client needs, and formulating, implementing, and adjusting multifaceted plans--in a clear, articulate, and practical way. 22 Keys to Sales Success provides the next generation of producers and leaders the tools they need to be successful in this ever-changing industry."
Executive Vice President, Association for Advanced Life Underwriting (AALU)
About the Author
Jim Benson is president of sales and marketing at John Hancock Financial Services in Boston. He has served in senior positions at GenAmerica Financial, New England Financial, Metropolitan Life Insurance Company, and the Equitable Life Assurance Society, as well as the National Association of Insurance and Financial Advisors (NAIFA), an industry nonprofit organization.
Paul Karasik is the co-author (along with David Mazzucchelli) of the perennial graphic novel classic "City of Glass", as well as "How to Read Nancy" (with Mark Newgarden). He lives in Martha's Vineyard.