| Description |
1 online resource |
|
data file rda |
| Bibliography |
Includes bibliographical references and index. |
| Contents |
Machine generated contents note: ch. 1 Develop Your Differentiation Strategy -- What Is Your Value? -- What Is Your Differentiation? -- Action Summary Develop Your Differentiation Strategy -- Sample Unique Value Proposition -- ch. 2 Formal Book Segmentation -- Why Analyze Your Book of Business? -- Value of Determining Your 80/20 -- How Segmentation Is Done -- Action Summary Formal Book Segmentation -- ch. 3 Client Loyalty Process -- Asset Growth Starts with Client Retention -- Value of High-Quality Client Service -- Getting Your Client to "Completely Satisfied" -- Your Intake Process -- Your Financial Planning Process -- Your Risk Management Process -- Your Investment Planning Process -- Your Client Loyalty or Client Service Process -- Value of Continuing Improvement in Client Loyalty -- Kano Model -- Future of Delight -- Action Summary The Client Loyalty Process -- ch. 4 But What's the Cost of Loyalty? -- Managing Your High-Quality Proactive Client Service System ... It's About Time and Money -- Primary FA Business Activities -- Client Contact Plan -- Contact Workload in Volume -- Contact Workload in Time -- Additional Client Service Time Commitments -- Next Steps -- Additional Guidance -- Action Summary What's the Cost of Loyalty? -- ch. 5 Your Intake Process -- Meeting One Discovery -- Meeting Two Detailed Discussion of Financial and Related Status -- Meeting Three Detailed Discussion of the Prospect's Game Plan -- Action Summary Your Intake Process -- ch. 6 Your Client Planning and Review Process -- Client Planning and Review Meeting Process -- Additional Topics: General Monthly Check-in Call Discussion Topics -- Action Summary Your Client Planning and Review Process -- ch. 7 Your Business Plan -- Prelude -- Purpose of Your Business Plan -- Business Plan -- Developing Your Value Proposition -- Business Foundations -- Goal Planning -- Focus Areas: Marketing and Sales Strategies and Tactics -- Focus Areas: Service Strategies and Tactics -- Focus Area: Operations -- Model Week/Time Blocking -- Action Summary Your Business Plan -- ch. 8 Metrics: Daily Game Plan -- Qualitative Approach -- Quantitative Approach -- Daily Time Log -- Six Most Important Things -- Action Summary Metrics: Daily Game Plan -- ch. 9 Business Development -- Introduction to Business Development -- Client Introductions for Business Development -- Client Acquisition Through Introductions -- Using the Principle of "Aided Recall" at Review Meetings -- Introductions from Clients Using the Linkedln Approach to Client Acquisition -- Summary: Keys to "Client Engagement" -- COI Marketing Strategy for Client Acquisition -- Book of Life for Client Acquisition -- Niche Marketing for Client Acquisition -- Additional Marketing and Sales Approaches for Business Development -- Action Summary Business Development -- ch. 10 Benefits of Implementation -- Action Summary The Benefits of Implementation. |
| Summary |
The tools and techniques you need to be a top-producing financial advisor. How do you become a million-dollar producer, boost client satisfaction, and dramatically expand your business? The Financial Advisor's Success Manual provides the answers to these all-important questions -- along with the proven techniques and expert insights you need to maximize the profitability of your practice. Financial service firms traditionally aren't designed for serious growth. But this book shows how to break that cycle and earn more -- all while serving your clients better. You'll learn to: Develop a differentiation strategy Effectively segment your book and analyze opportunities Define and implement your six core client-facing processes Balance the cost of services with the value delivered Formulate your business plan Enhance client loyalty Measure what matters Perfect your personal marketing and sales approach Packed with tables, graphs, forms, worksheets, sample letters, and more, The Financial Advisor's Success Manual supplies everything you need to grow your business beyond your wildest expectations. |
| Subject |
Financial planners.
|
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Investment advisors.
|
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Financial services industry.
|
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Planificateurs financiers. |
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Conseillers en placements. |
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Services financiers. |
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investment counsels. |
|
Financial planners |
|
Financial services industry |
|
Investment advisors |
| Added Author |
Cmiel, Craig, author.
|
| Other Form: |
Print version: Leo, David I. Financial advisor's success manual New York : American Management Association, [2018] 9780814439135 (DLC) 2017023379 |
| ISBN |
9780814439142 (ebook) |
|
0814439144 |
|
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