Top Gun Financial Sales: How to Double or Triple Your Results While Reducing Your Book

The Top Gun business model focuses on working with high net worth clientele.

In Top Gun Financial Sales, leading investment advisor D. Scott Kimball suggests that by dropping 80 percent of your clients and never taking on more than 50 clients financial salespeople can substantially increase their profits and production. Using the same principles taught to United States fighter pilots at Top Gun, Kimball created the Top Gun Sales Business Model. It is a model that accentuates the importance of working closely with a few high net worth individuals in lieu of trying to half heartedly serve thousands of smaller clients.

After a stint as a professional baseball player with the Oakland As and the Toronto Blue Jays, D. Scott Kimball started his Wall Street sales career making cold calls. He has risen to top-level executive positions at blue chip financial services firms, and is now a managing director at a major Wall Street investment bank and brokerage, as well as a member of the American Economics Association, the Association for Financial Professionals, the National Association for Business Economics, the National Association of Investment Professionals, and the Association for Investment Management Sales Executives.