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The financial advisor's success manual : how to structure and grow your financial services practice /
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 th...
| Clasificación: | Libro Electrónico |
|---|---|
| Autores principales: | , |
| Formato: | Electrónico eBook |
| Idioma: | Inglés |
| Publicado: |
New York :
American Management Association,
[2018]
|
| Temas: | |
| Acceso en línea: | Texto completo (Requiere registro previo con correo institucional) |
Tabla de Contenidos:
- Machine generated contents note: ch. 1 Develop Your Differentiation Strategy
- What Is Your Value?
- What Is Your Differentiation?
- Action Summary Develop Your Differentiation Strategy
- Sample Unique Value Proposition
- ch. 2 Formal Book Segmentation
- Why Analyze Your Book of Business?
- Value of Determining Your 80/20
- How Segmentation Is Done
- Action Summary Formal Book Segmentation
- ch. 3 Client Loyalty Process
- Asset Growth Starts with Client Retention
- Value of High-Quality Client Service
- Getting Your Client to "Completely Satisfied"
- Your Intake Process
- Your Financial Planning Process
- Your Risk Management Process
- Your Investment Planning Process
- Your Client Loyalty or Client Service Process
- Value of Continuing Improvement in Client Loyalty
- Kano Model
- Future of Delight
- Action Summary The Client Loyalty Process
- ch. 4 But What's the Cost of Loyalty?
- Managing Your High-Quality Proactive Client Service System ... It's About Time and Money
- Primary FA Business Activities
- Client Contact Plan
- Contact Workload in Volume
- Contact Workload in Time
- Additional Client Service Time Commitments
- Next Steps
- Additional Guidance
- Action Summary What's the Cost of Loyalty?
- ch. 5 Your Intake Process
- Meeting One Discovery
- Meeting Two Detailed Discussion of Financial and Related Status
- Meeting Three Detailed Discussion of the Prospect's Game Plan
- Action Summary Your Intake Process
- ch. 6 Your Client Planning and Review Process
- Client Planning and Review Meeting Process
- Additional Topics: General Monthly Check-in Call Discussion Topics
- Action Summary Your Client Planning and Review Process
- ch. 7 Your Business Plan
- Prelude
- Purpose of Your Business Plan
- Business Plan
- Developing Your Value Proposition
- Business Foundations
- Goal Planning
- Focus Areas: Marketing and Sales Strategies and Tactics
- Focus Areas: Service Strategies and Tactics
- Focus Area: Operations
- Model Week/Time Blocking
- Action Summary Your Business Plan
- ch. 8 Metrics: Daily Game Plan
- Qualitative Approach
- Quantitative Approach
- Daily Time Log
- Six Most Important Things
- Action Summary Metrics: Daily Game Plan
- ch. 9 Business Development
- Introduction to Business Development
- Client Introductions for Business Development
- Client Acquisition Through Introductions
- Using the Principle of "Aided Recall" at Review Meetings
- Introductions from Clients Using the Linkedln Approach to Client Acquisition
- Summary: Keys to "Client Engagement"
- COI Marketing Strategy for Client Acquisition
- Book of Life for Client Acquisition
- Niche Marketing for Client Acquisition
- Additional Marketing and Sales Approaches for Business Development
- Action Summary Business Development
- ch. 10 Benefits of Implementation
- Action Summary The Benefits of Implementation.