Thriving As a Broker in the 21st Century

by Dorsey, Thomas J.

• ISBN13: 9781576600665
• ISBN10: 1576600661
• Format: Hardcover
• Copyright: 1999-07-01
• Publisher: John Wiley & Sons Inc

Summary

Tom Dorsey, one of the most energetic and high-profile money managers on Wall Street, has written the ultimate guide for brokers who want to get ahead now and in the coming years. Dorsey shows brokers how to shape their practices, how to build a strong, enduring client base, and how to tackle new challenges as the market evolves over the next decade.

Author Biography

Thomas J. Dorsey is the President of Dorsey, Wright and Associates, Inc., a registered investment advisory firm based in Richmond, Virginia. As a high-profile member of the investment services community, he speaks regularly about Point and Figure technical charting at seminars around the country and represents major stock exchanges, conducting risk management education for industry professionals and individual investors.

Table of Contents

Introduction	1	(13)
My Own Perspective	14	(12)
The Art of Prospecting	26	(24)
Laurence C. Pettit, III
Neile Wolfe
Building Relationships	50	(16)
James H. DeMent, Jr.
Bringing Value to the Table	66	(38)
Dennis H. Nelson
Chris Guttilla
Establishing Your Niche	104	(18)
R. Scott Bowers
Samuel W. Lee
Starting Your Own Firm	122	(22)
Robert Cluck
Timothy J. Daly
Building a Partnership	144	(30)
Edward M. Rosenberg
David M. Rosenberg
Richard H. Angelotti
Nikki Chicotel
Sheila Burke
Using Technical Analysis	174	(22)
Craig M. Wiener
James A. Parrish, Jr.
The Making of a Financial Ministry	196	(50)
Robert L. Woodall
EPILOGUE
Technology and the Internet	216	(6)
Resources
Web Sites for Brokers	222	(12)
The Basics of Point & Figure Charting	234	(12)
Index	246