The Financial Advisor's Success Manual: How to Structure and Grow Your Financial Services Practice - Hardcover

Über die Autorinnen und Autoren

DAVID LEO is a business coach and strategic consultant to financial advisors. He has decades of financial services industry experience, including over seven years in PaineWebber's Private Client Group where he specialized in productivity solutions.

CRAIG CMIEL is co-founder and managing partner of Great Lakes Atlantic Wealth Management and Advisory Partners.

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A thriving financial advisor’s business is like a beautiful machine: your efforts produce your clients’ returns, and your clients feel rewarded, satisfied, and well-counseled—so much so that they refer friends and family to soon become rewarded, satisfied, and well-counseled clients, too.

But all too often, it doesn’t work that way! Have you found yourself so focused on the financial-advisor part of your job that you’re neglecting the business-expanding side? The Financial Advisor’s Success Manual shows you how to break out of that trap so you can start performing the high-value activities that lead to high-value clients and referrals.

This book first exposes the damaging practices that stunt business growth, and then presents you with the essential mindset, model, and processes you must adopt to achieve a steadily expanding business.

The Financial Advisor’s Success Manual provides a plan that brings new order to your current operation and proven tactics for making your practice more efficient and profitable. You’ll learn to:

• Find a compelling differentiation strategy

• Focus on opportunities by segmenting clients into tiers

• Fine-tune your six core processes

• Maximize the return on your time investment

• Build all-important client loyalty

• Find your best marketing and sales approach

• And more.

Packed with tables, graphs, worksheets, sample letters, and more, this guide provides every-thing you need for a long-term, thriving business.

Advance Praise for The Financial Advisor’s Success Manual

“The Financial Advisor Success Manual challenges you to make adjustments in your practice so you become more effective in developing new clients of affluence while gathering additional assets from existing clients.” — Art Mortell, President at Dynamics of Human Potential, author of The Courage to Fail and An Adventure Into Your Mind

“David Leo’s experience and wisdom are valuable to others, and it is meaningful to him to share these gifts with others.” — Mitch Anthony, from The New Retirementality

“This is a must-read for an advisor desiring to grow their business!”— Paul Pagnato, founder and CEO, PagnatoKarps

“David Leo’s tools, techniques, approaches, and coaching methods have had a major impact in my life.” — Rex Harris, founder, Harris Financial Services Inc.

“For those advisors willing to make the effort, what Leo details will help them significantly enhance their business.” — Stuart Nordheimer, Internationally known broker-dealer

Aus dem Klappentext

Analyzing returns, balancing risk, and mastering the array of investment vehicles make you a capable and valued financial advisor, but those things alone won’t make a top producer. The fact is, the skills that will enable you to crack the seven-figure mark typically aren’t taught in any financial advisor manual, MBA program, or workshop.

As a result, you, like many financial advisors, may find yourself lost in the details of your job—filling orders and filing forms—distracted from the processes and activities that could help you get bigger and earn more.

You’re not alone, the skill gap is industry-wide and financial services firms traditionally aren’t designed to scale.

The Financial Advisor’s Success Manual intends to change all that. It picks up where all other books in this industry leave off. It takes the low expectations, fallacies, and misconceptions many financial advisors default to and proposes a new set of truths: You can have the high-value clients you need to meet your financial goals. You can spend the majority of your time on revenue-generating activities. And you can do it by putting forth the same amount of effort that you are expending right now.

This book will show you how. It teaches you proven steps you can take to start earning more—without sacrificing service. Because the fact is, when you’re doing the best job for the right clients, everyone wins.

Other books for financial advisors only focus on finding and landing clients; this manual shows how to structure and organize your practice so it can grow. Yes, you’ll learn strategic techniques for prospecting and winning clients—but first you’ll learn to build the foundation for success and then implement marketing tactics that attract and retain the right clients for achieving your goals.

Veteran advisors might learn some of these tactics through years of trial and error. With The Financial Advisor’s Success Manual, you can cut to the chase with a structured process, time-tested strategies, easy worksheets, ready-made templates, and more that will accelerate your growth. These proven techniques and valuable assets save you years of angst and enable you to put your business on a path that reaps exponentially larger rewards sooner than you’d imagine.

The Financial Advisor’s Success Manual gets you thinking differently from the get-go. It all starts with a mindset shift. Are you prepared to reassess everything you know about financial management? Then ask yourself these questions, and read The Financial Advisor’s Success Manual to be guided to the answers.

Which of your clients deserve the most retention effort?

What clients provide the best growth opportunities for you?

Which of your clients should you transform or transfer in order to increase their value or reduce their cost to your business?

Where should you focus your referral and introduction efforts?

How should you direct your marketing efforts?

What are the most effective ways to communicate with your prospects and clients?

What qualities do your top clients have in common?

You have the talent. Now all you need is the manual.

David Leo is a business coach and strategic consultant to financial advisors. He has decades of financial services industry experience, including over seven years in Paine Webber’s Private Client Group, where he specialized in productivity solutions. Craig Cmiel is co-founder and managing partner of Great Lakes & Atlantic Wealth Management and Advisory Partners.