Ineffective Habits of Financial Advisors (and the Disciplines to Break Them): A Framework for Avoiding the Mistakes Everyone Else Makes [NOOK Book]

Overview

A how to guide to avoiding the mistakes ineffective financial advisors most often make

Based on a 15-year consulting program that author Steve Moore has led for financial advisors, Ineffective Habits of Financial Advisors (and the Disciplines to Break Them): A Framework for Avoiding the Mistakes Everyone Else Makes details proven techniques which allow advisors to transform their business into an elite practice: business analysis, strategic vision, exceptional client service, ...

See more details below
Ineffective Habits of Financial Advisors (and the Disciplines to Break Them): A Framework for Avoiding the Mistakes Everyone Else Makes

Available on NOOK devices and apps  
  • NOOK Devices
  • Samsung Galaxy Tab 4 NOOK 7.0
  • Samsung Galaxy Tab 4 NOOK 10.1
  • NOOK HD Tablet
  • NOOK HD+ Tablet
  • NOOK eReaders
  • NOOK Color
  • NOOK Tablet
  • Tablet/Phone
  • NOOK for Windows 8 Tablet
  • NOOK for iOS
  • NOOK for Android
  • NOOK Kids for iPad
  • PC/Mac
  • NOOK for Windows 8
  • NOOK for PC
  • NOOK for Mac
  • NOOK for Web

Want a NOOK? Explore Now

NOOK Book (eBook)
$19.49
BN.com price
(Save 44%)$34.95 List Price
Note: This NOOK Book can be purchased in bulk. Please email us for more information.

Overview

A how to guide to avoiding the mistakes ineffective financial advisors most often make

Based on a 15-year consulting program that author Steve Moore has led for financial advisors, Ineffective Habits of Financial Advisors (and the Disciplines to Break Them): A Framework for Avoiding the Mistakes Everyone Else Makes details proven techniques which allow advisors to transform their business into an elite practice: business analysis, strategic vision, exceptional client service, and acquiring high net worth clients. Told through the story of a purely fictional and completely average financial advisor, each chapter begins with an ineffective habit that is then countered with a discipline that improves business results and adds value. The book

  • Details a step-by-step strategy for working through current clients, rather than relying on cold calling to form new relationships
  • Includes anecdotes collected through both personal experience and stories relayed to him by clients and colleagues
  • Provides question and answer segments, examples, and homework assignments

Ineffective Habits of Financial Advisors (and the Disciplines to Break Them shows you how to deliver exceptional service while generating higher revenue per client.

Read More Show Less

Product Details

  • ISBN-13: 9780470930144
  • Publisher: Wiley
  • Publication date: 10/5/2010
  • Sold by: Barnes & Noble
  • Format: eBook
  • Edition number: 1
  • Pages: 256
  • File size: 3 MB

Meet the Author

Steve Moore is a leading management consultant, mentor, and coach. Moore developed High Speed Strategic Planning, a year-long coaching program for advisors, which has helped more than 750 wealth management teams achieve their business goals. Moore's strategic planning expertise began as a football coach. He spent more than a decade in the NFL (Buffalo Bills, Seattle Seahawks, and Los Angeles Rams). He also has significant strategic consulting experience with Microsoft, Toyota, and many other prominent companies. Steve is the former managing director and chief operating officer of the Pacific Institute, an international corporation specializing in performance improvement, professional growth, change management, and leadership development. He holds a masters in education from Seattle University.

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.

Read More Show Less

Table of Contents

Foreword.

Introduction.

Setting the Stage.

Business Disciplines.

The 7 Ineffective Habits and the Disciplines to Break Them.

The Framework of the Book.

INSIGHTS.

DECISIONS.

ACTIONS.

Acknowledgments.

1 Stop Living Their Dream and Start Living Your Dream.

The 1st Ineffective Habit: Living Their Dream.

INSIGHTS.

PURPOSE: The Primary Reason for the Work you do.

Business Goals: Specific Objectives that Support your Purpose.

Guiding Principles: The Rules that Guide Daily Decision Making.

Vivid Description: A Narrative of the Business Success You Intend to Create.

The Charle Young Story.

DECISIONS.

Determing Your Purpose.

Determining Your Business Goals.

Determining Your Guiding Prinicples.

Determining a Vivid Description.

Determing How You Plan to Keep the Dream Alive.

ACTIONS.

Chapter Summary.

2 Stop Focusing on Quantity of Clients and Start Focusing on Quality of Clients.

The 2nd Ineffective Habit: Focusing on Quantity of Clients.

INSIGHTS.

Target Market.

Service Focus.

Competitive Differentiation.

DECISIONS.

The Common Sense Principle.

ACTIONS.

Chapter Summary.

3 Stop Hoarding Unprofitable Clients and Start Disengaging Unprofitable Clients.

The 3rd Ineffective Habit: Hoarding Unprofitable Clients.

INSIGHTS.

Segment 1—The 20 to 40 Percent That Represents 1 Percent of Revenue.

Segments 2 and 3—Others you are Considering for Disengagement.

DECISIONS.

ACTIONS.

Chapter Summary.

Stop Hoarding Unprofitable Clients and Start Disengaging Unprofitable Clients.

4 Stop Providing Only Investment Advice and Start Providing Wealth Management Advice.

The 4th Ineffective Habit: Providing Only Investment Advice.

INSIGHTS.

Start Providing your Top 20 Percent with Wealth Management Advice.

Step 5: Present the Wealth Management Solution—The Financial Vision Document and Client Engagement Roadmap.

DECISIONS.

ACTIONS.

Chapter Summary.

5 Stop Delivering Only Investment Reviews and Start Delivering WOW Wealth Management Reviews.

The 5th Ineffective Habit: Delivering Only Investment Reviews.

INSIGHTS.

Client Needs Analysis.

Client Satisfaction Window.

Building the WOW Review System.

DECISIONS.

WOW Wealth Management Review Package.

ACTIONS.

Chapter Summary.

6 Stop the Rainmaker Approach and Start the Team Approach.

The 6th Ineffective Habit: The Rainmaker Approach.

INSIGHTS.

Team Core Competency Audit.

Team Development Evaluation.

Team Alignment and Empowerment Evaluation.

Internal Challenges.

The Organizational Structure of the Team Approach.

Role Clarity.

Managing the Team Approach.

Coaching the Team.

The Acquisition of Talent.

Team Incentive Compensation.

Create a Best-of-Kind Team of Experts and Suppliers.

DECISIONS.

ACTIONS.

Chapter Summary.

7 Stop Selling to Prospects and Start Selling Through Clients.

The 7th Ineffective Habit: Selling to Prospects.

INSIGHTS.

Client Introductory Event.

Center-of-Influence Marketing.

Managing the Sales Pipeline.

Qualify a Call-in Lead.

Fact Finding, Planning, Solutions.

DECISIONS.

ACTIONS.

Chapter Summary.

8 Jack's Awakening: An Elite Wealth Management Company.

Bibliography.

About the Authors.

Index.

Read More Show Less

Customer Reviews

Average Rating 4
( 1 )
Rating Distribution

5 Star

(0)

4 Star

(1)

3 Star

(0)

2 Star

(0)

1 Star

(0)

Your Rating:

Your Name: Create a Pen Name or

Barnes & Noble.com Review Rules

Our reader reviews allow you to share your comments on titles you liked, or didn't, with others. By submitting an online review, you are representing to Barnes & Noble.com that all information contained in your review is original and accurate in all respects, and that the submission of such content by you and the posting of such content by Barnes & Noble.com does not and will not violate the rights of any third party. Please follow the rules below to help ensure that your review can be posted.

Reviews by Our Customers Under the Age of 13

We highly value and respect everyone's opinion concerning the titles we offer. However, we cannot allow persons under the age of 13 to have accounts at BN.com or to post customer reviews. Please see our Terms of Use for more details.

What to exclude from your review:

Please do not write about reviews, commentary, or information posted on the product page. If you see any errors in the information on the product page, please send us an email.

Reviews should not contain any of the following:

  • - HTML tags, profanity, obscenities, vulgarities, or comments that defame anyone
  • - Time-sensitive information such as tour dates, signings, lectures, etc.
  • - Single-word reviews. Other people will read your review to discover why you liked or didn't like the title. Be descriptive.
  • - Comments focusing on the author or that may ruin the ending for others
  • - Phone numbers, addresses, URLs
  • - Pricing and availability information or alternative ordering information
  • - Advertisements or commercial solicitation

Reminder:

  • - By submitting a review, you grant to Barnes & Noble.com and its sublicensees the royalty-free, perpetual, irrevocable right and license to use the review in accordance with the Barnes & Noble.com Terms of Use.
  • - Barnes & Noble.com reserves the right not to post any review -- particularly those that do not follow the terms and conditions of these Rules. Barnes & Noble.com also reserves the right to remove any review at any time without notice.
  • - See Terms of Use for other conditions and disclaimers.
Search for Products You'd Like to Recommend

Recommend other products that relate to your review. Just search for them below and share!

Create a Pen Name

Your Pen Name is your unique identity on BN.com. It will appear on the reviews you write and other website activities. Your Pen Name cannot be edited, changed or deleted once submitted.

 
Your Pen Name can be any combination of alphanumeric characters (plus - and _), and must be at least two characters long.

Continue Anonymously
Sort by: Showing 1 Customer Reviews
  • Anonymous

    Posted May 9, 2013

    No text was provided for this review.

Sort by: Showing 1 Customer Reviews

If you find inappropriate content, please report it to Barnes & Noble
Why is this product inappropriate?
Comments (optional)