You've Been Framed: How to Reframe Your Wealth Management Business and Renew Client Relationships

You've Been Framed: How to Reframe Your Wealth Management Business and Renew Client Relationships

Hardcover

$36.00 $40.00 Save 10% Current price is $36, Original price is $40. You Save 10%.
View All Available Formats & Editions
Choose Expedited Shipping at checkout for guaranteed delivery by Wednesday, February 20

Product Details

ISBN-13: 9781119062011
Publisher: Wiley
Publication date: 10/14/2015
Pages: 272
Sales rank: 689,297
Product dimensions: 6.00(w) x 9.10(h) x 1.00(d)

About the Author

RAY SCLAFANI is the founder and head of ClientWise, the premier coaching and training company exclusively serving the financial services industry. He holds a Professional Certified Coach designation from the International Coach Federation and a master's certification in Neuro-Linguistics from the International Association for Neuro-Linguistic Programming.

Read an Excerpt

Click to read or download

Table of Contents

Foreword Mark C. Tibergien ix

Acknowledgments xi

Introduction 1

Part I You Gotta Believe 13

Chapter 1 You’ve Been Framed! 15

Chapter 2 What the Best in the Business Don’t Want You to Know: The Five Wealth Management Reframes 29

Chapter 3 Death of a Salesman/Saleswoman and Rise of the Wealth Advisor 51

Chapter 4 The Big, Fat Lie 69

Chapter 5 Lone Ranger to Leader™ 83

Part II Five Steps to Reframing Your Business 101

Chapter 6 Discovering Your Current Frame: The ClientWise Conversation™ 103

Chapter 7 Defi ning Your New Frame by Discovering Your Value 133

Chapter 8 Building Your New Frame 161

Part III Now What? 187

Chapter 9 Teaching Others How to Frame You: Renewing Relationships 189

Chapter 10 Sharing the Frame: It’s All About Advocacy 207

Conclusion Ten Signals of a Successful Reframe 239

Additional Resources 249

About the Author 253

Index 255

Customer Reviews

Most Helpful Customer Reviews

See All Customer Reviews