The Growth Mindset: Leadership Makes a Difference in Wealth Management - Hardcover

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RICK CAPOZZI is the president of Capozzi Advisory Group, LLC, a global consulting and training firm that specializes in growth strategies for wealth management businesses. His 34-year track record of success in senior leadership roles includes positions with some of the world’s top firms. At Morgan Stanley, Rick managed the revenue and asset growth of 8,000 advisors as national sales manager. As a regional president at Wells Fargo, he was responsible for over $30 billion in assets under management. and at Morgan Stanley he oversaw $35 billion as the regional director. In both cases, he turned these regions from virtually last in the country to first by applying sound principles, proven strategies, and smart tactics. As Merrill Lynch’s global head of business development, Rick helped the firm achieve record results. Rick has delivered over 1,200 inspirational keynotes throughout North America, Europe, the Middle East, and Asia.

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The course of human history has repeatedly shown that success hinges on leadership. Even the best and brightest talent cannot rise to the heights of their potential in an unsupportive environment lacking the tools and culture they need to thrive. The Growth Mindset begins by outlining the critical characteristics — and practices — of exceptional leadership in wealth management. True leadership happens not by reinventing the wheel but by compiling proven techniques that have stood the test of time and merging them with fresh perspective that adds new strength amidst the industry's disruption. First and foremost is culture: growth in the FinTech era relies on the personal component of advisory services, and a culture of collaboration and credibility is essential for survival. The right culture attracts the right talent, and giving advisors a personal stake in the future of the firm empowers them to contribute more than just analysis — it inspires them to deliver world-class service that creates sustainable growth.

As the wealth management landscape changes, the growth mindset becomes ever more critical — but it's only a small piece of the puzzle. This book details an actionable framework for a new era of leadership in the industry, with an emphasis on value, solutions, relationships, and trust.

• Become a more effective leader with a more compelling vision that inspires people to action
• Put the right people in the right places, and build collaborative relationships that last
• Deliver an exceptional client experience to emphasize value over price
• Become the solution by building credibility, taking responsibility, and having the courage to lead change

Leading change takes courage, and leading change successfully requires careful planning and attention to the people, processes, and positions at stake. Clients want more than just a breakdown of the numbers — they want a personal experience tailored to their goals. They want the value of expertise directed toward their interests. From the business model to the discovery meeting to the day-to-day operations, today's successful wealth management firm must exude that sense of value at every turn. The Growth Mindset provides a practical blueprint for transformation from the inside out.

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The course of human history has repeatedly shown that success hinges on leadership. Even the best and brightest talent cannot rise to the heights of their potential in an unsupportive environment lacking the tools and culture they need to thrive. The Growth Mindset begins by outlining the critical characteristics — and practices — of exceptional leadership in wealth management. True leadership happens not by reinventing the wheel but by compiling proven techniques that have stood the test of time and merging them with fresh perspective that adds new strength amidst the industry's disruption. First and foremost is culture: growth in the FinTech era relies on the personal component of advisory services, and a culture of collaboration and credibility is essential for survival. The right culture attracts the right talent, and giving advisors a personal stake in the future of the firm empowers them to contribute more than just analysis — it inspires them to deliver world-class service that creates sustainable growth.

As the wealth management landscape changes, the growth mindset becomes ever more critical — but it's only a small piece of the puzzle. This book details an actionable framework for a new era of leadership in the industry, with an emphasis on value, solutions, relationships, and trust.

• Become a more effective leader with a more compelling vision that inspires people to action
• Put the right people in the right places, and build collaborative relationships that last
• Deliver an exceptional client experience to emphasize value over price
• Become the solution by building credibility, taking responsibility, and having the courage to lead change

Leading change takes courage, and leading change successfully requires careful planning and attention to the people, processes, and positions at stake. Clients want more than just a breakdown of the numbers — they want a personal experience tailored to their goals. They want the value of expertise directed toward their interests. From the business model to the discovery meeting to the day-to-day operations, today's successful wealth management firm must exude that sense of value at every turn. The Growth Mindset provides a practical blueprint for transformation from the inside out.