FINANCIAL ADVISOR'S SUCCESS MANUAL
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FINANCIAL ADVISOR'S SUCCESS MANUAL
LEO/CMIEL
HarperCollins Focus
03/2018
288
Dura
Inglês
9780814439135
15 a 20 dias
2
Descrição não disponível.
Executive Summary ix
Introduction 1
Chapter 1 | Develop Your Differentiation Strategy 5
What Is Your Value? 11
What Is Your Differentiation? 24
Action Summary | Develop Your Differentiation Strategy 35
Sample Unique Value Proposition 36
Chapter 2 | Formal Book Segmentation 40
Why Analyze Your Book of Business? 40
The Value of Determining Your 80/20 42
How Segmentation Is Done 43
Action Summary | Formal Book Segmentation 60
Chapter 3 | The Client Loyalty Process 62
Asset Growth Starts with Client Retention 63
The Value of High-Quality Client Service 64
Getting Your Client to "Completely Satisfied" 67
Your Intake Process 70
Your Financial Planning Process 73
Your Risk Management Process 80
Your Investment Planning Process 82
Your Client Loyalty or Client Service Process 84
Value of Continuing Improvement in Client Loyalty 92
The Kano Model 93
The Future of Delight 95
Action Summary | The Client Loyalty Process 98
Chapter 4 | But What's the Cost of Loyalty? 102
Managing Your High-Quality Proactive Client Service System . . .It's About Time and Money 103
Primary FA Business Activities 104
Client Contact Plan 105
Contact Workload in Volume 105
Contact Workload in Time 107
Additional Client Service Time Commitments 107
Next Steps 108
Additional Guidance 109
Action Summary | What's the Cost of Loyalty? 111
Chapter 5 | Your Intake Process 113
Meeting One: Discovery 115
Meeting Two: Detailed Discussion of Financial and Related Status 125
Meeting Three: Detailed Discussion of the Prospect's Game Plan 127
Action Summary | Your Intake Process 130
Chapter 6 | Your Client Planning and Review Process 131
The Client Planning and Review Meeting Process 136
Additional Topics: General Monthly Check-in Call Discussion Topics 148
Action Summary | Your Client Planning and Review Process 151
Chapter 7 | Your Business Plan 152
Prelude 152
Purpose of Your Business Plan 155
The Business Plan 158
Developing Your Value Proposition 159
Business Foundations 162
Goal Planning 165
Focus Areas: Marketing and Sales Strategies and Tactics 166
Focus Areas: Service Strategies and Tactics 173
Focus Area: Operations 173
Model Week/Time Blocking 173
Action Summary | Your Business Plan 179
Chapter 8 | Metrics: Daily Game Plan 180
The Qualitative Approach 181
The Quantitative Approach 182
Daily Time Log 187
The Six Most Important Things 187
Action Summary | Metrics: Daily Game Plan 189
Chapter 9 | Business Development 190
Introduction to Business Development 190
Client Introductions for Business Development 194
Client Acquisition Through Introductions 200
Using the Principle of "Aided Recall" at Review Meetings 201
Introductions from Clients Using the LinkedIn Approach to Client Acquisition 210
Summary: Keys to "Client Engagement" 214
COI Marketing Strategy for Client Acquisition 215
Book of Life for Client Acquisition 236
Niche Marketing for Client Acquisition 239
Additional Marketing and Sales Approaches for Business Development 243
Action Summary | Business Development 244
Chapter 10 | The Benefits of Implementation 246
Action Summary | The Benefits of Implementation 250
A Final Thought 251
Afterword 252
Notes 255
Index 267
Introduction 1
Chapter 1 | Develop Your Differentiation Strategy 5
What Is Your Value? 11
What Is Your Differentiation? 24
Action Summary | Develop Your Differentiation Strategy 35
Sample Unique Value Proposition 36
Chapter 2 | Formal Book Segmentation 40
Why Analyze Your Book of Business? 40
The Value of Determining Your 80/20 42
How Segmentation Is Done 43
Action Summary | Formal Book Segmentation 60
Chapter 3 | The Client Loyalty Process 62
Asset Growth Starts with Client Retention 63
The Value of High-Quality Client Service 64
Getting Your Client to "Completely Satisfied" 67
Your Intake Process 70
Your Financial Planning Process 73
Your Risk Management Process 80
Your Investment Planning Process 82
Your Client Loyalty or Client Service Process 84
Value of Continuing Improvement in Client Loyalty 92
The Kano Model 93
The Future of Delight 95
Action Summary | The Client Loyalty Process 98
Chapter 4 | But What's the Cost of Loyalty? 102
Managing Your High-Quality Proactive Client Service System . . .It's About Time and Money 103
Primary FA Business Activities 104
Client Contact Plan 105
Contact Workload in Volume 105
Contact Workload in Time 107
Additional Client Service Time Commitments 107
Next Steps 108
Additional Guidance 109
Action Summary | What's the Cost of Loyalty? 111
Chapter 5 | Your Intake Process 113
Meeting One: Discovery 115
Meeting Two: Detailed Discussion of Financial and Related Status 125
Meeting Three: Detailed Discussion of the Prospect's Game Plan 127
Action Summary | Your Intake Process 130
Chapter 6 | Your Client Planning and Review Process 131
The Client Planning and Review Meeting Process 136
Additional Topics: General Monthly Check-in Call Discussion Topics 148
Action Summary | Your Client Planning and Review Process 151
Chapter 7 | Your Business Plan 152
Prelude 152
Purpose of Your Business Plan 155
The Business Plan 158
Developing Your Value Proposition 159
Business Foundations 162
Goal Planning 165
Focus Areas: Marketing and Sales Strategies and Tactics 166
Focus Areas: Service Strategies and Tactics 173
Focus Area: Operations 173
Model Week/Time Blocking 173
Action Summary | Your Business Plan 179
Chapter 8 | Metrics: Daily Game Plan 180
The Qualitative Approach 181
The Quantitative Approach 182
Daily Time Log 187
The Six Most Important Things 187
Action Summary | Metrics: Daily Game Plan 189
Chapter 9 | Business Development 190
Introduction to Business Development 190
Client Introductions for Business Development 194
Client Acquisition Through Introductions 200
Using the Principle of "Aided Recall" at Review Meetings 201
Introductions from Clients Using the LinkedIn Approach to Client Acquisition 210
Summary: Keys to "Client Engagement" 214
COI Marketing Strategy for Client Acquisition 215
Book of Life for Client Acquisition 236
Niche Marketing for Client Acquisition 239
Additional Marketing and Sales Approaches for Business Development 243
Action Summary | Business Development 244
Chapter 10 | The Benefits of Implementation 246
Action Summary | The Benefits of Implementation 250
A Final Thought 251
Afterword 252
Notes 255
Index 267
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Executive Summary ix
Introduction 1
Chapter 1 | Develop Your Differentiation Strategy 5
What Is Your Value? 11
What Is Your Differentiation? 24
Action Summary | Develop Your Differentiation Strategy 35
Sample Unique Value Proposition 36
Chapter 2 | Formal Book Segmentation 40
Why Analyze Your Book of Business? 40
The Value of Determining Your 80/20 42
How Segmentation Is Done 43
Action Summary | Formal Book Segmentation 60
Chapter 3 | The Client Loyalty Process 62
Asset Growth Starts with Client Retention 63
The Value of High-Quality Client Service 64
Getting Your Client to "Completely Satisfied" 67
Your Intake Process 70
Your Financial Planning Process 73
Your Risk Management Process 80
Your Investment Planning Process 82
Your Client Loyalty or Client Service Process 84
Value of Continuing Improvement in Client Loyalty 92
The Kano Model 93
The Future of Delight 95
Action Summary | The Client Loyalty Process 98
Chapter 4 | But What's the Cost of Loyalty? 102
Managing Your High-Quality Proactive Client Service System . . .It's About Time and Money 103
Primary FA Business Activities 104
Client Contact Plan 105
Contact Workload in Volume 105
Contact Workload in Time 107
Additional Client Service Time Commitments 107
Next Steps 108
Additional Guidance 109
Action Summary | What's the Cost of Loyalty? 111
Chapter 5 | Your Intake Process 113
Meeting One: Discovery 115
Meeting Two: Detailed Discussion of Financial and Related Status 125
Meeting Three: Detailed Discussion of the Prospect's Game Plan 127
Action Summary | Your Intake Process 130
Chapter 6 | Your Client Planning and Review Process 131
The Client Planning and Review Meeting Process 136
Additional Topics: General Monthly Check-in Call Discussion Topics 148
Action Summary | Your Client Planning and Review Process 151
Chapter 7 | Your Business Plan 152
Prelude 152
Purpose of Your Business Plan 155
The Business Plan 158
Developing Your Value Proposition 159
Business Foundations 162
Goal Planning 165
Focus Areas: Marketing and Sales Strategies and Tactics 166
Focus Areas: Service Strategies and Tactics 173
Focus Area: Operations 173
Model Week/Time Blocking 173
Action Summary | Your Business Plan 179
Chapter 8 | Metrics: Daily Game Plan 180
The Qualitative Approach 181
The Quantitative Approach 182
Daily Time Log 187
The Six Most Important Things 187
Action Summary | Metrics: Daily Game Plan 189
Chapter 9 | Business Development 190
Introduction to Business Development 190
Client Introductions for Business Development 194
Client Acquisition Through Introductions 200
Using the Principle of "Aided Recall" at Review Meetings 201
Introductions from Clients Using the LinkedIn Approach to Client Acquisition 210
Summary: Keys to "Client Engagement" 214
COI Marketing Strategy for Client Acquisition 215
Book of Life for Client Acquisition 236
Niche Marketing for Client Acquisition 239
Additional Marketing and Sales Approaches for Business Development 243
Action Summary | Business Development 244
Chapter 10 | The Benefits of Implementation 246
Action Summary | The Benefits of Implementation 250
A Final Thought 251
Afterword 252
Notes 255
Index 267
Introduction 1
Chapter 1 | Develop Your Differentiation Strategy 5
What Is Your Value? 11
What Is Your Differentiation? 24
Action Summary | Develop Your Differentiation Strategy 35
Sample Unique Value Proposition 36
Chapter 2 | Formal Book Segmentation 40
Why Analyze Your Book of Business? 40
The Value of Determining Your 80/20 42
How Segmentation Is Done 43
Action Summary | Formal Book Segmentation 60
Chapter 3 | The Client Loyalty Process 62
Asset Growth Starts with Client Retention 63
The Value of High-Quality Client Service 64
Getting Your Client to "Completely Satisfied" 67
Your Intake Process 70
Your Financial Planning Process 73
Your Risk Management Process 80
Your Investment Planning Process 82
Your Client Loyalty or Client Service Process 84
Value of Continuing Improvement in Client Loyalty 92
The Kano Model 93
The Future of Delight 95
Action Summary | The Client Loyalty Process 98
Chapter 4 | But What's the Cost of Loyalty? 102
Managing Your High-Quality Proactive Client Service System . . .It's About Time and Money 103
Primary FA Business Activities 104
Client Contact Plan 105
Contact Workload in Volume 105
Contact Workload in Time 107
Additional Client Service Time Commitments 107
Next Steps 108
Additional Guidance 109
Action Summary | What's the Cost of Loyalty? 111
Chapter 5 | Your Intake Process 113
Meeting One: Discovery 115
Meeting Two: Detailed Discussion of Financial and Related Status 125
Meeting Three: Detailed Discussion of the Prospect's Game Plan 127
Action Summary | Your Intake Process 130
Chapter 6 | Your Client Planning and Review Process 131
The Client Planning and Review Meeting Process 136
Additional Topics: General Monthly Check-in Call Discussion Topics 148
Action Summary | Your Client Planning and Review Process 151
Chapter 7 | Your Business Plan 152
Prelude 152
Purpose of Your Business Plan 155
The Business Plan 158
Developing Your Value Proposition 159
Business Foundations 162
Goal Planning 165
Focus Areas: Marketing and Sales Strategies and Tactics 166
Focus Areas: Service Strategies and Tactics 173
Focus Area: Operations 173
Model Week/Time Blocking 173
Action Summary | Your Business Plan 179
Chapter 8 | Metrics: Daily Game Plan 180
The Qualitative Approach 181
The Quantitative Approach 182
Daily Time Log 187
The Six Most Important Things 187
Action Summary | Metrics: Daily Game Plan 189
Chapter 9 | Business Development 190
Introduction to Business Development 190
Client Introductions for Business Development 194
Client Acquisition Through Introductions 200
Using the Principle of "Aided Recall" at Review Meetings 201
Introductions from Clients Using the LinkedIn Approach to Client Acquisition 210
Summary: Keys to "Client Engagement" 214
COI Marketing Strategy for Client Acquisition 215
Book of Life for Client Acquisition 236
Niche Marketing for Client Acquisition 239
Additional Marketing and Sales Approaches for Business Development 243
Action Summary | Business Development 244
Chapter 10 | The Benefits of Implementation 246
Action Summary | The Benefits of Implementation 250
A Final Thought 251
Afterword 252
Notes 255
Index 267
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