Ineffective Habits of Financial Advisors (and the Disciplines to Break Them) – A Framework for Avoiding the Mistakes Everyone Else Makes

Foreword.
<p>Introduction.</p>
<p>Setting the Stage.</p>
<p>Business Disciplines.</p>
<p>The 7 Ineffective Habits and the Disciplines to Break Them.</p>
<p>The Framework of the Book.</p>
<p>INSIGHTS.</p>
<p>DECISIONS.</p>
<p>ACTIONS.</p>
<p>Acknowledgments.</p>
<p>1 Stop Living Their Dream and Start Living Your Dream.</p>
<p>The 1^st Ineffective Habit: Living Their Dream.</p>
<p>INSIGHTS.</p>
<p>PURPOSE: The Primary Reason for the Work you do.</p>
<p>Business Goals: Specific Objectives that Support your Purpose.</p>
<p>Guiding Principles: The Rules that Guide Daily Decision Making.</p>
<p>Vivid Description: A Narrative of the Business Success You Intend to Create.</p>
<p>The Charle Young Story.</p>
<p>DECISIONS.</p>
<p>Determing Your Purpose.</p>
<p>Determining Your Business Goals.</p>
<p>Determining Your Guiding Prinicples.</p>
<p>Determining a Vivid Description.</p>
<p>Determing How You Plan to Keep the Dream Alive.</p>
<p>ACTIONS.</p>
<p>Chapter Summary.</p>
<p>2 Stop Focusing on Quantity of Clients and Start Focusing on Quality of Clients.</p>
<p>The 2^nd Ineffective Habit: Focusing on Quantity of Clients.</p>
<p>INSIGHTS.</p>
<p>Target Market.</p>
<p>Service Focus.</p>
<p>Competitive Differentiation.</p>
<p>DECISIONS.</p>
<p>The Common Sense Principle.</p>
<p>ACTIONS.</p>
<p>Chapter Summary.</p>
<p>3 Stop Hoarding Unprofitable Clients and Start Disengaging Unprofitable Clients.</p>
<p>The 3^rd Ineffective Habit: Hoarding Unprofitable Clients.</p>
<p>INSIGHTS.</p>
<p>Segment 1 The 20 to 40 Percent That Represents 1 Percent of Revenue.</p>
<p>Segments 2 and 3 Others you are Considering for Disengagement.</p>
<p>DECISIONS.</p>
<p>ACTIONS.</p>
<p>Chapter Summary.</p>
<p>Stop Hoarding Unprofitable Clients and Start Disengaging Unprofitable Clients.</p>
<p>4 Stop Providing Only Investment Advice and Start Providing Wealth Management Advice.</p>
<p>The 4^th Ineffective Habit: Providing Only Investment Advice.</p>
<p>INSIGHTS.</p>
<p>Start Providing your Top 20 Percent with Wealth Management Advice.</p>
<p>Step 5: Present the Wealth Management Solution The Financial Vision Document and Client Engagement Roadmap.</p>
<p>DECISIONS.</p>
<p>ACTIONS.</p>
<p>Chapter Summary.</p>
<p>5 Stop Delivering Only Investment Reviews and Start Delivering WOW Wealth Management Reviews.</p>
<p>The 5^th Ineffective Habit: Delivering Only Investment Reviews.</p>
<p>INSIGHTS.</p>
<p>Client Needs Analysis.</p>
<p>Client Satisfaction Window.</p>
<p>Building the WOW Review System.</p>
<p>DECISIONS.</p>
<p>WOW Wealth Management Review Package.</p>
<p>ACTIONS.</p>
<p>Chapter Summary.</p>
<p>6 Stop the Rainmaker Approach and Start the Team Approach.</p>
<p>The 6^th Ineffective Habit: The Rainmaker Approach.</p>
<p>INSIGHTS.</p>
<p>Team Core Competency Audit.</p>
<p>Team Development Evaluation.</p>
<p>Team Alignment and Empowerment Evaluation.</p>
<p>Internal Challenges.</p>
<p>The Organizational Structure of the Team Approach.</p>
<p>Role Clarity.</p>
<p>Managing the Team Approach.</p>
<p>Coaching the Team.</p>
<p>The Acquisition of Talent.</p>
<p>Team Incentive Compensation.</p>
<p>Create a Best–of–Kind Team of Experts and Suppliers.</p>
<p>DECISIONS.</p>
<p>ACTIONS.</p>
<p>Chapter Summary.</p>
<p>7 Stop Selling to Prospects and Start Selling Through Clients.</p>
<p>The 7^th Ineffective Habit: Selling to Prospects.</p>
<p>INSIGHTS.</p>
<p>Client Introductory Event.</p>
<p>Center–of–Influence Marketing.</p>
<p>Managing the Sales Pipeline.</p>
<p>Qualify a Call–in Lead.</p>
<p>Fact Finding, Planning, Solutions.</p>
<p>DECISIONS.</p>
<p>ACTIONS.</p>
<p>Chapter Summary.</p>
<p>8 Jack′s Awakening: An Elite Wealth Management Company.</p>
<p>Bibliography.</p>
<p>About the Authors.</p>
<p>Index.</p>