The Financial Advisor's Success Manual

Table of contents

1. Cover
2. Title
3. Dedication
4. Contents
5. Acknowledgments
6. Executive Summary
7. Introduction
8. Chapter 1 | Develop Your Differentiation Strategy
   1. What Is Your Value?
   2. What Is Your Differentiation?
   3. Action Summary | Develop Your Differentiation Strategy
   4. Sample Unique Value Proposition
9. Chapter 2 | Formal Book Segmentation
   1. Why Analyze Your Book of Business?
   2. The Value of Determining Your 80/20
   3. How Segmentation Is Done
   4. Action Summary | Formal Book Segmentation
10. Chapter 3 | The Client Loyalty Process
    1. Asset Growth Starts with Client Retention
    2. The Value of High-Quality Client Service
    3. Getting Your Client to “Completely Satisfied”
    4. Your Intake Process
    5. Your Financial Planning Process
    6. Your Risk Management Process
    7. Your Investment Planning Process
    8. Your Client Loyalty or Client Service Process
    9. Value of Continuing Improvement in Client Loyalty
    10. The Kano Model
    11. The Future of Delight
    12. Action Summary | The Client Loyalty Process
11. Chapter 4 | But What’s the Cost of Loyalty?
    1. Managing Your High-Quality Proactive Client Service System . . . It’s About Time and Money
    2. Primary FA Business Activities
    3. Client Contact Plan
    4. Contact Workload in Volume
    5. Contact Workload in Time
    6. Additional Client Service Time Commitments
    7. Next Steps
    8. Additional Guidance
    9. Action Summary | What’s the Cost of Loyalty?
12. Chapter 5 | Your Intake Process
    1. Meeting One: Discovery
    2. Meeting Two: Detailed Discussion of Financial and Related Status
    3. Meeting Three: Detailed Discussion of the Prospect’s Game Plan
    4. Action Summary | Your Intake Process
13. Chapter 6 | Your Client Planning and Review Process
    1. The Client Planning and Review Meeting Process
    2. Additional Topics: General Monthly Check-in Call Discussion Topics
    3. Action Summary | Your Client Planning and Review Process
14. Chapter 7 | Your Business Plan
    1. Prelude
    2. Purpose of Your Business Plan
    3. The Business Plan
    4. Developing Your Value Proposition
    5. Business Foundations
    6. Goal Planning
    7. Focus Areas: Marketing and Sales Strategies and Tactics
    8. Focus Areas: Service Strategies and Tactics
    9. Focus Area: Operations
    10. Model Week/Time Blocking
    11. Action Summary | Your Business Plan
15. Chapter 8 | Metrics: Daily Game Plan
    1. The Qualitative Approach
    2. The Quantitative Approach
    3. Daily Time Log
    4. The Six Most Important Things
    5. Action Summary | Metrics: Daily Game Plan
16. Chapter 9 | Business Development
    1. Introduction to Business Development
    2. Client Introductions for Business Development
    3. Client Acquisition Through Introductions
    4. Using the Principle of “Aided Recall” at Review Meetings
    5. Introductions from Clients Using the LinkedIn Approach to Client Acquisition
    6. Summary: Keys to “Client Engagement”
    7. COI Marketing Strategy for Client Acquisition
    8. Book of Life for Client Acquisition
    9. Niche Marketing for Client Acquisition
    10. Additional Marketing and Sales Approaches for Business Development
    11. Action Summary | Business Development
17. Chapter 10 | The Benefits of Implementation
    1. Action Summary | The Benefits of Implementation
18. A Final Thought
19. Afterword
20. Notes
21. Index
22. About the Authors
23. Sample Chapter from The 10 Laws of Trust by Joel Peterson with David A. Kaplan
24. About AMACOM Books