"Book Yourself Solid" by Michael Port, 2006

Another great title and the cornerstone of Michael Port's brand.  And he sure can market is own book - no less than seven pages of long testimonials kick-off the copy I have.  Let's start with the negatives.

Its only 243 generously spaced, pages.  It has extremely little, if any, original content.  Everything I read in this book, I had read somewhere else.  The book gives a good plug for his seminar and coaching business.  Still, I could apply these criticisms to 80% of business books released these days. As for the the "plan" to book yourself solid, it's pretty much just generic sales and prospecting tactics.  Have a personal brand.  Do some networking.  Look for referrals.  Have a good website.  Do some speaking and writing.  There is little new information or tactics.

On the positive side, it is quite well written.  It's an easy read and it's well structured.  There is some attempt to have the different prospecting tactics flow together, but its not really an overall "process".  The chapters are short and punchy and well structured with activities and templates.  If you stop and actually do the exercises, you should exit each chapter with some ideas and plans.  So while it's short on originality, it is long on structure and for that should be commended.

If you are a relatively experienced adviser or relationship manager, this is a good refresher but nothing more.  You'll be challenged better by other books.  If you are new to the field of professional services - a new adviser or a first-time self-employed - this isn't a bad book to get an oversight on a number of different sales and prospecting strategies.  Good, solid, easy but not new or challenging.

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