Wealth & Risk Management Blog

William Byrnes (Texas A&M) tax & compliance articles

William Byrnes authors new book on Client Prospecting for Sales Essentials Series

Posted by William Byrnes on March 7, 2014


On February 10, 2014 National Underwriter released its book Sales Essentials: Prospecting by Associate Dean William Byrnes.

“The National Underwriter Sales Essentials Series combines all of the most practical, proven sales techniques advisors, agents, brokers, producers, sales managers or agency owners need to convert prospects into customers, win new business, and to grow sales,” related Rick Kravitz Managing Director of the Professional Publishing Division. “The Life & Health Sales Essentials focuses on the selling skills and techniques essential to achieving success—prospecting for new business and the demands of running an agency.”  

“My co-author Robert Bloink and I wanted to write from a different focus than our tax books” explained William Byrnes.  “We uncovered that many financial professionals, accountants and attorneys aren’t taught the necessary soft skills in business and law school to develop and manage a sustainable practice after graduation.  This book addresses the soft skills necessary to be the firm ‘rainmaker’ and build a client base.”

Robert Bloink added, “Most young professionals don’t understand that the most valuable skill is the ability to attract and maintain clients.  In the current legal market, there are twice as many graduates as good positions – it’s an employer’s market.  Byrnes book on Prospecting

“In this new book we cover such topics as How to Clone Your Clients, What`s your Point of Difference?, The ‘Ben Franklin Method’ For Winning People Over, How to Cultivate A Network of Endless Referrals, and Marketing to the Millennials,” said William Byrnes. 

“I invite my readers to attend a soft skills webinar based upon the book, sponsored by Advisys, where Robert and I will be speaking about obtaining and maintaining clients. Hundreds of professionals attended our March 5 webinar that focused on lead development.  April 2 will focus on client cloning, including: asking intriguing questionsC2C qualified introductionsrepeating your successful formulae and finally, client crowd sourcing

William Byrnes continued “Jeremy Evans (Thomas Jefferson ’11) invited me to discuss on April 16 at the San Diego County Bar Association ‘Prospecting in the Twenty-First Century’ for a noon panel.”

The book is available at National Underwriter Sales Essentials: Prospecting

To Join the no-cost April 2 Webinar, contact WilliamByrnes@gmail.com

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