{"product_id":"ineffective-habits-of-financial-advisors-and-the-disciplines-to-break-them-isbn-9780470910320","title":"Ineffective Habits of Financial Advisors (and the Disciplines to Break Them)","description":"\u003cb\u003eA how to guide to avoiding the mistakes ineffective financial advisors most often make\u003c\/b\u003e  \u003cp\u003eBased on a 15-year consulting program that author Steve Moore has led for financial advisors, \u003ci\u003eIneffective Habits of Financial Advisors (and the Disciplines to Break Them): A Framework for Avoiding the Mistakes Everyone Else Makes\u003c\/i\u003e details proven techniques which allow advisors to transform their business into an elite practice: business analysis, strategic vision, exceptional client service, and acquiring high net worth clients. Told through the story of a purely fictional and completely average financial advisor, each chapter begins with an ineffective habit that is then countered with a discipline that improves business results and adds value. The book\u003cbr\u003e \u003c\/p\u003e \u003cul\u003e \u003cli\u003eDetails a step-by-step strategy for working through current clients, rather than relying on cold calling to form new relationships\u003c\/li\u003e \u003cli\u003eIncludes anecdotes collected through both personal experience and stories relayed to him by clients and colleagues\u003c\/li\u003e \u003cli\u003eProvides question and answer segments, examples, and homework assignments\u003c\/li\u003e \u003c\/ul\u003e \u003cp\u003e\u003ci\u003eIneffective Habits of Financial Advisors (and the Disciplines to Break Them\u003c\/i\u003e shows you how to deliver exceptional service while generating higher revenue per client.\u003c\/p\u003e \u003cp\u003eForeword x\u003c\/p\u003e \u003cp\u003e\u003cb\u003eIntroduction: Setting the Stage xiii\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eBusiness Disciplines xvii\u003c\/p\u003e \u003cp\u003eIneffective Habits of Financial Advisors and the Disciplines to Break Them xviii\u003c\/p\u003e \u003cp\u003eThe Framework of the Book xxi\u003c\/p\u003e \u003cp\u003eInsights xxi\u003c\/p\u003e \u003cp\u003eDecisions xxiii\u003c\/p\u003e \u003cp\u003eActions xxiv\u003c\/p\u003e \u003cp\u003eAcknowledgments xxv\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 1 Stop Living Their Dream and Start Living Your Dream 1\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe First Ineffective Habit: Living Their Dream 1\u003c\/p\u003e \u003cp\u003eThe First Discipline: Start Living Your Dream 3\u003c\/p\u003e \u003cp\u003eInsights 4\u003c\/p\u003e \u003cp\u003ePurpose: The Primary Reason for the Work You Do 4\u003c\/p\u003e \u003cp\u003eBusiness Goals: Specific Objectives That Support Your Purpose 6\u003c\/p\u003e \u003cp\u003eGuiding Principles: The Rules That Guide Daily Decision Making 23\u003c\/p\u003e \u003cp\u003eVivid Description: A Narrative of the Business Success You Intend to Create 29\u003c\/p\u003e \u003cp\u003eDecisions 32\u003c\/p\u003e \u003cp\u003eDetermining Your Purpose 32\u003c\/p\u003e \u003cp\u003eDetermining Your Business Goals 33\u003c\/p\u003e \u003cp\u003eDetermining Your Guiding Prinicples 33\u003c\/p\u003e \u003cp\u003eDetermining Your Vivid Description 33\u003c\/p\u003e \u003cp\u003eDetermining How You Plan to Keep the Dream Alive 34\u003c\/p\u003e \u003cp\u003eActions 35\u003c\/p\u003e \u003cp\u003eChapter Summary 37\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 2 Stop Focusing on Quantity of Clients and Start Focusing on Quality of Clients 41\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Second Ineffective Habit: Focusing on Quantity of Clients 41\u003c\/p\u003e \u003cp\u003eThe Second Discipline: Start Focusing on Quality of Clients 43\u003c\/p\u003e \u003cp\u003eInsights 43\u003c\/p\u003e \u003cp\u003eTarget Market 44\u003c\/p\u003e \u003cp\u003eService Focus 51\u003c\/p\u003e \u003cp\u003eCompetitive Differentiation 51\u003c\/p\u003e \u003cp\u003eDecisions 60\u003c\/p\u003e \u003cp\u003eThe Common Sense Principle 60\u003c\/p\u003e \u003cp\u003eActions 61\u003c\/p\u003e \u003cp\u003eChapter Summary 62\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 3 Stop Hoarding Unprofitable Clients and Start Disengaging Unprofitable Clients 65\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Third Ineffective Habit: Hoarding Unprofitable Clients 65\u003c\/p\u003e \u003cp\u003eThe Third Discipline: Start Disengaging Unprofitable Clients 67\u003c\/p\u003e \u003cp\u003eInsights 68\u003c\/p\u003e \u003cp\u003eSegment 1: The 20 to 40 Percent That Represents 1 Percent of Revenue 73\u003c\/p\u003e \u003cp\u003eSegments 2 and 3: Others You Are Considering for Disengagement 77\u003c\/p\u003e \u003cp\u003eDecisions 81\u003c\/p\u003e \u003cp\u003eActions 81\u003c\/p\u003e \u003cp\u003eChapter Summary 83\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 4 Stop Providing Only Investment Advice and Start Providing Wealth Management Advice 85\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Fourth Ineffective Habit: Providing Only Investment Advice 85\u003c\/p\u003e \u003cp\u003eThe Fourth Discipline: Start Providing Wealth Management Advice 87\u003c\/p\u003e \u003cp\u003eInsights 87\u003c\/p\u003e \u003cp\u003eStart Providing Your Top 20 Percent with Wealth Management Advice 89\u003c\/p\u003e \u003cp\u003eStep 1: Determine the Clients to Reengage with Wealth Management 90\u003c\/p\u003e \u003cp\u003eStep 2: Have a Deep Re-fact Meeting with Your Clients 91\u003c\/p\u003e \u003cp\u003eStep 3: Financial Planning 97\u003c\/p\u003e \u003cp\u003eStep 4: The Wealth Management Solution 98\u003c\/p\u003e \u003cp\u003eStep 5: Present the Wealth Management Solution—The Financial Vision Document and Client Engagement Roadmap 106\u003c\/p\u003e \u003cp\u003eDecisions 107\u003c\/p\u003e \u003cp\u003eActions 108\u003c\/p\u003e \u003cp\u003eChapter Summary 110\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 5 Stop Delivering Only Investment Reviews and Start Delivering WOW Wealth Management Reviews 113\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Fifth Ineffective Habit: Delivering Only Investment Reviews 113\u003c\/p\u003e \u003cp\u003eThe Fifth Discipline: Start Delivering WOW Wealth Management Reviews 116\u003c\/p\u003e \u003cp\u003eInsights 117\u003c\/p\u003e \u003cp\u003eClient Needs Analysis 118\u003c\/p\u003e \u003cp\u003eClient Satisfaction Window 119\u003c\/p\u003e \u003cp\u003eBuilding the WOW Review System 132\u003c\/p\u003e \u003cp\u003eDecisions 136\u003c\/p\u003e \u003cp\u003eWOW Wealth Management Review Package 136\u003c\/p\u003e \u003cp\u003eActions 137\u003c\/p\u003e \u003cp\u003eChapter Summary 139\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 6 Stop the Rainmaker Approach and Start the Team Approach 141\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Sixth Ineffective Habit: The Rainmaker Approach 141\u003c\/p\u003e \u003cp\u003eThe Sixth Discipline: Start the Team Approach 143\u003c\/p\u003e \u003cp\u003eInsights 143\u003c\/p\u003e \u003cp\u003eTeam Core Competency Audit 143\u003c\/p\u003e \u003cp\u003eTeam Development Evaluation 146\u003c\/p\u003e \u003cp\u003eTeam Alignment and Empowerment Evaluation 147\u003c\/p\u003e \u003cp\u003eInternal Challenges 150\u003c\/p\u003e \u003cp\u003eThe Organizational Structure of the Team Approach 151\u003c\/p\u003e \u003cp\u003eRole Clarity 156\u003c\/p\u003e \u003cp\u003eManaging the Team Approach 159\u003c\/p\u003e \u003cp\u003eCoaching the Team 168\u003c\/p\u003e \u003cp\u003eThe Acquisition of Talent 175\u003c\/p\u003e \u003cp\u003eTeam Incentive Compensation 177\u003c\/p\u003e \u003cp\u003eCreate a Best-of-Kind Team of Experts and Suppliers 179\u003c\/p\u003e \u003cp\u003eDecisions 180\u003c\/p\u003e \u003cp\u003eActions 181\u003c\/p\u003e \u003cp\u003eChapter Summary 183\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 7 Stop Selling to Prospects and Start Selling through Clients 187\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Seventh Ineffective Habit: Selling to Prospects 187\u003c\/p\u003e \u003cp\u003eThe Seventh Discipline: Start Selling through Clients 189\u003c\/p\u003e \u003cp\u003eInsights 189\u003c\/p\u003e \u003cp\u003eClient Introductory Event 195\u003c\/p\u003e \u003cp\u003eCenter-of-Influence Marketing 197\u003c\/p\u003e \u003cp\u003eManaging the Sales Pipeline 201\u003c\/p\u003e \u003cp\u003eQualify a Call-In Lead 201\u003c\/p\u003e \u003cp\u003eFact Finding, Planning, Solutions 202\u003c\/p\u003e \u003cp\u003eDecisions 203\u003c\/p\u003e \u003cp\u003eActions 203\u003c\/p\u003e \u003cp\u003eChapter Summary 205\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 8 Jack’s Awakening: An Elite Wealth Management Company 209\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eBibliography 215\u003c\/p\u003e \u003cp\u003eAbout the Authors 219\u003c\/p\u003e \u003cp\u003eIndex 221\u003c\/p\u003e \t \u003cp\u003e\u003cb\u003eSTEVE MOORE\u003c\/b\u003e is a leading management consultant, mentor, and coach. Moore developed High Speed Strategic Planning, a year-long coaching program for advisors, which has helped more than 750 wealth management teams achieve their business goals. Moore's strategic planning expertise began as a football coach. He spent more than a decade in the NFL (Buffalo Bills, Seattle Seahawks, and Los Angeles Rams). He also has significant strategic consulting experience with Microsoft, Toyota, and many other prominent companies. Steve is the former managing director and chief operating officer of the Pacific Institute, an international corporation specializing in performance improvement, professional growth, change management, and leadership development. He holds a masters in education from Seattle University.  \u003c\/p\u003e\u003cp\u003e\u003cb\u003eGARY BROOKS, CFP\u003csmall\u003e\u003csup\u003e®\u003c\/sup\u003e\u003c\/small\u003e,\u003c\/b\u003e is the President of Brooks, Hughes \u0026amp; Jones, a Registered Investment Adviser, and a financial columnist for The News Tribune in Tacoma, Washington.    \u003c\/p\u003e\u003cp\u003eMANY OF THE SEEMINGLY harmless business habits that allow financial advisors to acquire enough clients to survive are, in reality, highly destructive to building a successful and satisfying business. Author, consultant, mentor, and former NFL coach Steve Moore knows why. In the past fifteen years, he's worked with more than 750 financial advisors, and, in the process, discovered the habits that most financial advisors make every day that ensure they remain average.  \u003c\/p\u003e\u003cp\u003e\u003ci\u003eIneffective Habits of Financial Advisors (and the Disciplines to Break Them)\u003c\/i\u003e tells the story of Jack, a fictional financial advisor with ineffective habits that are all too true in the real world. The habits include: \u003c\/p\u003e\u003cul\u003e \u003cb\u003e\u003cli\u003eLiving someone else's dream instead of your own\u003c\/li\u003e\u003c\/b\u003e \u003cb\u003e\u003cli\u003eFocusing on quantity rather than on quality of clients\u003c\/li\u003e\u003c\/b\u003e \u003cb\u003e\u003cli\u003eHoarding unprofitable clients instead of disengaging them\u003c\/li\u003e\u003c\/b\u003e \u003cb\u003e\u003cli\u003eProviding only investment advice rather than wealth management advice\u003c\/li\u003e\u003c\/b\u003e \u003cb\u003e\u003cli\u003eDelivering investment reviews instead of wealth management reviews\u003c\/li\u003e\u003c\/b\u003e \u003cb\u003e\u003cli\u003eTaking the rainmaker rather than a team approach\u003c\/li\u003e\u003c\/b\u003e \u003cb\u003e\u003cli\u003eSelling to prospects instead of through clients\u003c\/li\u003e\u003c\/b\u003e \u003c\/ul\u003e \t \u003cp\u003eFor examples of the transformative power of Steve's \"Insight, Decision, Action\" guidance for avoiding common pitfalls of advisors, one need only look at a few of Moore's clients: two went from having over 1,300 clients to less than 100, yet tripled their revenue; in just two short years, another firm transformed itself so completely that it now consistently ranks first or second in the PriceMetrix Merit (PriMe) award; a Chicago firm went from managing $17 million to over $170 million in just seven years; and, in a single decade, an already successful Registered Investment Advisor in Long Beach took $240 million in assets under management to over $1.4 billion. \t \u003c\/p\u003e\u003cp\u003eIf you're looking for more rewarding business results, better work-life balance, and a greater opportunity for personal growth through meaningful work, and you're willing to embrace new ways of doing business, Ineffective Habits of Financial Advisors (and the Disciplines to Break Them) can show you how to build excellence into every client interaction, generate higher revenue per client, and transform an average career into an elite one.   \u003c\/p\u003e\u003cp\u003e\u003cb\u003eINEFFECTIVE HABITS OF FINANCIAL ADVISORS\u003c\/b\u003e (AND THE DISCIPLINES TO BREAK THEM)  \u003c\/p\u003e\u003cp\u003e\u003cb\u003eMANY OF THE\u003c\/b\u003e SEEMINGLY harmless business habits that allow financial advisors to acquire enough clients to survive are, in reality, highly destructive to building a successful and satisfying business. Author, consultant, mentor, and former NFL coach Steve Moore knows why. In the past fifteen years, he's worked with more than 750 financial advisors, and, in the process, discovered the habits that most financial advisors make every day that ensure they remain average.  \u003c\/p\u003e\u003cp\u003e\u003ci\u003eIneffective Habits of Financial Advisors (and the Disciplines to Break Them)\u003c\/i\u003e tells the story of Jack, a fictional financial advisor with ineffective habits that are all too true in the real world. The habits include:  \u003c\/p\u003e\u003cul\u003e \u003cli\u003e\u003cb\u003eLiving someone else's dream instead of your own\u003c\/b\u003e\u003c\/li\u003e \u003cli\u003e\u003cb\u003eFocusing on quantity rather than on quality of clients\u003c\/b\u003e\u003c\/li\u003e \u003cli\u003e\u003cb\u003eHoarding unprofitable clients instead of disengaging them\u003c\/b\u003e\u003c\/li\u003e \u003cli\u003e\u003cb\u003eProviding only investment advice rather than wealth management advice\u003c\/b\u003e\u003c\/li\u003e \u003cli\u003e\u003cb\u003eDelivering investment reviews instead of wealth management reviews\u003c\/b\u003e\u003c\/li\u003e \u003cli\u003e\u003cb\u003eTaking the rainmaker rather than a team approach\u003c\/b\u003e\u003c\/li\u003e \u003cli\u003e\u003cb\u003eSelling to prospects instead of through clients\u003c\/b\u003e\u003c\/li\u003e \u003c\/ul\u003e  \u003cp\u003eFor examples of the transformative power of Steve's \"Insight, Decision, Action\" guidance for avoiding common pitfalls of advisors, one need only look at a few of Moore's clients: two went from having over 1,300 clients to less than 100, yet tripled their revenue; in just two short years, another firm transformed itself so completely that it now consistently ranks first or second in the PriceMetrix Merit (PriMe) award; a Chicago firm went from managing $17 million to over $170 million in just seven years; and, in a single decade, an already successful Registered Investment Advisor in Long Beach took $240 million in assets under management to over $1.4 billion.  \u003c\/p\u003e\u003cp\u003eIf you're looking for more rewarding business results, better work-life balance, and a greater opportunity for personal growth through meaningful work, and you're willing to embrace new ways of doing business, Ineffective Habits of Financial Advisors (and the Disciplines to Break Them) can show you how to build excellence into every client interaction, generate higher revenue per client, and transform an average career into an elite one.\u003c\/p\u003e","brand":"Wiley","offers":[{"title":"Default Title","offer_id":47989418950885,"sku":"NP9780470910320","price":39.0,"currency_code":"USD","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/1842\/7735\/files\/9780470910320.jpg?v=1761784029","url":"https:\/\/k12savings.com\/products\/ineffective-habits-of-financial-advisors-and-the-disciplines-to-break-them-isbn-9780470910320","provider":"K12savings","version":"1.0","type":"link"}