Introduction
Marketing vs. Selling vs. Prospecting
The Changing Financial Services Marketplace
Understanding the "Ladder of the Mind"
Using the Purpose Hierarchy to Discover Your Position

Define Your Ideal Position
Brainstorm Exercise

Five Ways to Profit from Positioning
Capitalize on Trends
    Group Discussion
    Success Stories

Define Your Unique Selling Proposition
    What It Is & Why You Need One
    The Power of Specialization
    Success Stories

Packaging for Success
    The Six Keys to Packaging Yourself for Success
    Success Stories

Developing a Positioning Theme
    Positioning examples & case studies

Hot Buttons of Wealthy Americans
The 7 Biggest Emotional Needs of Wealthy American Investors

Verbal Benefit Statements
What to Say in the Elevator
Examples for Audience to Use
Audience Brainstorm

Conclusion
Summary
Profitable Assignment
Close