Ineffective habits of financial advisors (and thedisciplines to break them): a framework for avoiding the mistakes everyone else makes

Based on a 15-year consulting program that author Steve Moore has led for financial advisors, Ineffective Habits of Financial Advisors (and the Disciplinesto Break Them): A Framework for Avoiding the Mistakes Everyone Else Makes details proven techniques which allow advisors to transform their business into an elite practice: business analysis, strategic vision, exceptional client service, and acquiring high net worth clients. Told through the story of a purely fictional and completely average financial advisor, each chapter begins with an ineffective habit that is then countered with a discipline that improves business results and adds value INDICE: Foreword. Introduction. Setting the Stage. Business Disciplines. The 7 Ineffective Habits and the Disciplines to Break Them. The Framework of the Book. INSIGHTS. DECISIONS. ACTIONS. Acknowledgments. 1 Stop Living Their Dream and Start Living Your Dream. The 1st Ineffective Habit: Living Their Dream.INSIGHTS. PURPOSE: The Primary Reason for the Work you do. Business Goals: Specific Objectives that Support your Purpose. Guiding Principles: The Rules that Guide Daily Decision Making. Vivid Description: A Narrative of the Business Success You Intend to Create. The Charle Young Story. DECISIONS. Determing Your Purpose. Determining Your Business Goals. Determining Your Guiding Prinicples. Determining a Vivid Description. Determing How You Plan to Keep the Dream Alive. ACTIONS. Chapter Summary. 2 Stop Focusing on Quantity of Clients and Start Focusing on Quality of Clients. The 2nd Ineffective Habit: Focusing on Quantity of Clients. INSIGHTS. Target Market. Service Focus. Competitive Differentiation. DECISIONS. The Common Sense Principle. ACTIONS. Chapter Summary. 3 Stop Hoarding Unprofitable Clients and Start Disengaging Unprofitable Clients. The 3rd Ineffective Habit: Hoarding Unprofitable Clients. INSIGHTS. Segment 1The20 to 40 Percent That Represents 1 Percent of Revenue. Segments 2 and 3Othersyou are Considering for Disengagement. DECISIONS. ACTIONS. Chapter Summary. Stop Hoarding Unprofitable Clients and Start Disengaging Unprofitable Clients. 4 Stop Providing Only Investment Advice and Start Providing Wealth Management Advice. The 4th Ineffective Habit: Providing Only Investment Advice. INSIGHTS.Start Providing your Top 20 Percent with Wealth Management Advice. Step 5: Present the Wealth Management SolutionThe Financial Vision Document and Client Engagement Roadmap. DECISIONS. ACTIONS. Chapter Summary. 5 Stop Delivering OnlyInvestment Reviews and Start Delivering WOW Wealth Management Reviews. The 5th Ineffective Habit: Delivering Only Investment Reviews. INSIGHTS. Client Needs Analysis. Client Satisfaction Window. Building the WOW Review System. DECISIONS. WOW Wealth Management Review Package. ACTIONS. Chapter Summary. 6 Stop the Rainmaker Approach and Start the Team Approach. The 6th Ineffective Habit: The Rainmaker Approach. INSIGHTS. Team Core Competency Audit. Team Development Evaluation. Team Alignment and Empowerment Evaluation. Internal Challenges. The Organizational Structure of the Team Approach. Role Clarity. Managing the Team Approach. Coaching the Team. The Acquisition of Talent. Team Incentive Compensation. Create a Best-of-Kind Team of Experts and Suppliers. DECISIONS. ACTIONS. Chapter Summary. 7 Stop Selling to Prospects and Start Selling Through Clients. The 7th Ineffective Habit: Selling to Prospects. INSIGHTS. Client Introductory Event. Center-of-Influence Marketing. Managing the Sales Pipeline. Qualify a Call-in Lead. Fact Finding, Planning, Solutions. DECISIONS. ACTIONS. Chapter Summary. 8 Jack's Awakening: An Elite Wealth Management Company. Bibliography. About the Authors. Index.

• ISBN: 978-0-470-91032-0
• Editorial: John Wiley & Sons
• Encuadernacion: Cartoné
• Páginas: 256
• Fecha Publicación: 17/11/2010
• Nº Volúmenes: 1
• Idioma: Inglés