O'Reilly logo

Stay ahead with the world's most comprehensive technology and business learning platform.

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, tutorials, and more.

Start Free Trial

No credit card required

The Financial Advisor's Success Manual

Book Description

The tools and techniques you need to be a top-producing financial advisor.

How do you become a million-dollar producer, boost client satisfaction, and dramatically expand your business? The Financial Advisor’s Success Manual provides the answers to these all-important questions — along with the proven techniques and expert insights you need to maximize the profitability of your practice.

Financial service firms traditionally aren’t designed for serious growth. But this book shows how to break that cycle and earn more — all while serving your clients better. You’ll learn to:

  • Develop a differentiation strategy
  • Effectively segment your book and analyze opportunities
  • Define and implement your six core client-facing processes
  • Balance the cost of services with the value delivered
  • Formulate your business plan
  • Enhance client loyalty
  • Measure what matters
  • Perfect your personal marketing and sales approach

Packed with tables, graphs, forms, worksheets, sample letters, and more, The Financial Advisor’s Success Manual supplies everything you need to grow your business beyond your wildest expectations.

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