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Gary Brooks, CFP, is the President of Brooks, Hughes & Jones, a Registered Investment Adviser, and a financial columnist for The News Tribune in Tacoma, Washington.
Foreword | p. x |
Introduction: Setting the Stage | p. xiii |
Business Disciplines | p. xvii |
Ineffective Habits of Financial Advisors and the Disciplines to Break Them | p. xviii |
The Framework of the Book | p. xxi |
Insights | p. xxi |
Decisions | p. xxiii |
Actions | p. xxiv |
Acknowledgments | p. xxv |
Stop Living Their Dream and Start Living Your Dream | p. 1 |
The First Ineffective Habit: Living Their Dream | p. 1 |
The First Discipline: Start Living Your Dream | p. 3 |
Insights | p. 4 |
Purpose: The Primary Reason for the Work You Do | p. 4 |
Business Goals: Specific Objectives that Support Your Purpose | p. 6 |
Guiding Principles: The Rules that Guide Daily Decision Making | p. 23 |
Vivid Description: A Narrative of the Business Success You Intend to Create | p. 29 |
Decisions | p. 32 |
Determining Your Purpose | p. 32 |
Determining Your Business Goals | p. 33 |
Determining Your Guiding Prinicples | p. 33 |
Determining Your Vivid Description | p. 33 |
Determining How You Plan to Keep the Dream Alive | p. 34 |
Actions | p. 35 |
Chapter Summary | p. 37 |
Stop Focusing on Quantity of Clients and Start Focusing on Quality of Clients | p. 41 |
The Second Ineffective Habit: Focusing on Quantity of Clients | p. 41 |
The Second Discipline: Start Focusing on Quality of Clients | p. 43 |
Insights | p. 43 |
Target Market | p. 44 |
Service Focus | p. 51 |
Competitive Differentiation | p. 51 |
Decisions | p. 60 |
The Common Sense Principle | p. 60 |
Actions | p. 61 |
Chapter Summary | p. 62 |
Stop Hoarding Unprofitable Clients and Start Disengaging Unprofitable Clients | p. 65 |
The Third Ineffective Habit: Hoarding Unprofitable Clients | p. 65 |
The Third Discipline: Start Disengaging Unprofitable Clients | p. 67 |
Insights | p. 68 |
Segment 1: The 20 to 40 Percent That Represents 1 Percent of Revenue | p. 73 |
Segments 2 and 3: Others You are Considering for Disengagement | p. 77 |
Decisions | p. 81 |
Actions | p. 81 |
Chapter Summary | p. 83 |
Stop Providing Only Investment Advice and Start Providing Wealth Management Advice | p. 85 |
The Fourth Ineffective Habit: Providing Only Investment Advice | p. 85 |
The Fourth Discipline: Start Providing Wealth Management Advice | p. 87 |
Insights | p. 87 |
Start Providing Your Top 20 Percent with Wealth Management Advice | p. 89 |
Step 1: Determine the Clients to Reengage with Wealth Management | p. 90 |
Step 2: Have a Deep Re-fact Meeting with Your Clients | p. 91 |
Step 3: Financial Planning | p. 97 |
Step 4: The Wealth Management Solution | p. 98 |
Step 5: Present the Wealth Management Solution-The Financial Vision Document and Client Engagement Roadmap | p. 106 |
Decisions | p. 107 |
Actions | p. 108 |
Chapter Summary | p. 110 |
Stop Delivering Only Investment Reviews and Start Delivering WOW Wealth Management Reviews | p. 113 |
The Fifth Ineffective Habit: Delivering Only Investment Reviews | p. 113 |
The Fifth Discipline: Start Delivering WOW Wealth Management Reviews | p. 116 |
Insights | p. 117 |
Client Needs Analysis | p. 118 |
Client Satisfaction Window | p. 119 |
Building the WOW Review System | p. 132 |
Decisions | p. 136 |
WOW Wealth Management Review Package | p. 136 |
Actions | p. 137 |
Chapter Summary | p. 139 |
Stop the Rainmaker Approach and Start the Team Approach | p. 141 |
The Sixth Ineffective Habit: The Rainmaker Approach | p. 141 |
The Sixth Discipline: Start the Team Approach | p. 143 |
Insights | p. 143 |
Team Core Competency Audit | p. 143 |
Team Development Evaluation | p. 146 |
Team Alignment and Empowerment Evaluation | p. 147 |
Internal Challenges | p. 150 |
The Organizational Structure of the Team Approach | p. 151 |
Role Clarity | p. 156 |
Managing the Team Approach | p. 159 |
Coaching the Team | p. 168 |
The Acquisition of Talent | p. 175 |
Team Incentive Compensation | p. 177 |
Create a Best-of-Kind Team of Experts and Suppliers | p. 179 |
Decisions | p. 180 |
Actions | p. 181 |
Chapter Summary | p. 183 |
Stop Selling to Prospects and Start Selling through Clients | p. 187 |
The Seventh Ineffective Habit: Selling to Prospects | p. 187 |
The Seventh Discipline: Start Selling through Clients | p. 189 |
Insights | p. 189 |
Client Introductory Event | p. 195 |
Center-of-Influence Marketing | p. 197 |
Managing the Sales Pipeline | p. 201 |
Qualify a Call-In Lead | p. 201 |
Fact Finding, Planning, Solutions | p. 202 |
Decisions | p. 203 |
Actions | p. 203 |
Chapter Summary | p. 205 |
Jack's Awakening: An Elite Wealth Management Company | p. 209 |
Bibliography | p. 215 |
About the Authors | p. 219 |
Index | p. 221 |
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The Used, Rental and eBook copies of this book are not guaranteed to include any supplemental materials. Typically, only the book itself is included. This is true even if the title states it includes any access cards, study guides, lab manuals, CDs, etc.