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There have been big changes in consumers' buying habits, and financial services are no exception, says Cam Marston, a world-renowned expert on generational issues in the marketplace. Understanding clients' age-based points of view is an indispensable soft skill that you can use to establish connections and make sales. New attitudes about investing break down along generational lines and this book is the definitive guide to tailoring financial services and building relationships with clients based on these new generation-specific expectations and experiences. Whole chapters are devoted to each of the four generations - Matures, Baby Boomers, Generation Xers, and Millennials - and their unique approaches to finance and investing. Marston offers detailed guidelines and an arsenal of proven techniques to help the advisor best serve investors of all ages. Through this book, Marston conveys the changing demographics and shifting experiences that are giving many financial advisors anxiety they haven't felt since the Great Recession. But he also shares a path forward.
Expert advice on building an unshakable foundation as a financial advisor to the elite The revised and updated edition of the definitive guide to growing and maintaining a financial advice firm, The New Advisor for Life explores the fallout of the market crash on up-and-coming advisors. With a particular focus on the generation X and Y concern with debt management and long-term investment, this new edition examines what young investors look for in an advisor. Today, more than ever, insight, analysis, and validation are valued, but to be truly successful, an advisor needs to walk the line between being well-informed but not appearing condescending. What today's investors want in a financial advisor is someone who can cut through the noise and clutter of the financial services industry and the mainstream media Covers the basics, from setting a client's investment goals, selecting complementary investments, and monitoring portfolio balance, to the advanced—developing a personal finance plan for your clients based on their specific needs Steve Gresham presents a 19-point checklist for financial advisors to offer their clients "life advice" Keeping clients engaged is more important than ever, and The New Advisor for Life gives the aspiring financial advisor the secrets to success normally reserved for the country's top firms.
Exploring the Human Element of Financial Planning Communication Essentials for Financial Planners tackles the counseling side of practice to help financial planners build more productive client relationships. CFP Board’s third book and first in the Financial Planning Series, Communication Essentials will help you learn how to relate to clients on a more fundamental level, and go beyond "hearing" their words to really listen and ultimately respond to what they're saying. Expert coverage of body language, active listening, linguistic signals, and more, all based upon academic theory. There is also an accompanied set of videos that showcase both good and bad communication and counseling within a financial planning context. By merging written and experiential learning supplemented by practice assignments, this book provides an ideal resource for any client-facing financial professional as well as any student on their pathway to CFP® certification. Counseling is a central part of a financial planner's practice, and attention to interpersonal communication goes a long way toward progressing in the field; this guide provides practical instruction on the proven techniques that make a good financial planner great. Build client relationships based on honesty and trust Learn to read body language and the words not spoken Master the art of active listening to help your clients feel heard Tailor your communications to suit the individual client's needs The modern financial planning practice is more than just mathematics and statistical analysis—at its heart, it is based on trust, communication, and commitment. While interpersonal skills have always been a critical ingredient for success, only recently has this aspect been given the weight it deserves with its incorporation into the certification process. Communication Essentials for Financial Planners provides gold-standard guidance for certification and beyond.
The Truth Shall Set Your Wallet Free is aimed at debunking the myths that prevent people from achieving their wealth goals. And the first myth that needs to be bashed is that financial advisors are only for the very rich. In fact, there are more financial advisors who cater to modest-income Americans than those who cater to the rich. Myths propagated by the media, regulators, and even the financial industry itself harm every American, from those at the poverty level to billionaires and everyone in between. This is the first time a holistic view of the entire advice market has been written by a non-advisor industry insider, without bias from any of the financial services sectors.
Find out what it takes to be a financial advisor with character... Financial advisors show people better ways to manage their money. They help their clients: •Invest in stocks and bonds; •Save for the future; •Plan for home ownership; •Set aside funds for their children's college education; and •Look ahead toward retirement. Find out what you'll need if you pursue a career in this field: The education... The experience... The integrity... And the respect for others. Financial Advisor will tell you what you'll need.
A guide for financial advisors who are ready to embrace new opportunities The Enduring Advisory Firm is a book for the forward-thinking financial advisor. Financial advisement is traditionally a hands-on field, so few in the industry feel threatened by the shifting social and technological landscape. In this book, Mark Tibergien—routinely named one of the most influential people in the financial services world—and Kim Dellarocca make a compelling case for taking a closer look at technology and other big-deal industry trends in order to move the business of financial advice into the next stage of its evolution. Combining a facts-based approach with case studies and examples from the field, The Enduring Advisory Firm will ignite your imagination by demonstrating practical strategies for attracting clients and streamlining operations. Today's smart practice managers are focusing on emerging topics like the needs and expectations of the Millennial generation, mobile and interactive technologies, and growth planning. Responding thoughtfully to these trends, with the help of this book, could propel your financial advising business toward a more successful future. In-depth discussion of trends and forces that you can harness to reshape your financial advisement business Case studies and examples showing how to navigate the most difficult business decisions Innovative ideas for process improvement, more fruitful client interactions, and sustainable growth Tips and insight for attracting Millennial clients and talent by leveraging new technologies The Enduring Advisory Firm will inspire financial advisors, managers, and executives to branch out in ways that will lead to measurable growth. With a newfound focus on the evolution of your business, you might be surprised at where change takes you. In addition to providing RIAs with guidelines to help them succeed, all of the proceeds from this book will support the CFP Board Center for Financial Planning, a national initiative to create a more diverse and financial planning profession so that every American has access to competent and ethical financial planning advice. The Center brings together CFP® professionals, firms, educators, researchers and experts to address profession-wide challenges in the areas of diversity and workforce development, and to build an academic home that offers opportunities for conducting and publishing new research that adds to the financial planning body of knowledge. Learn more at www.CenterforFinancialPlanning.org.
DO YOU BLEND OUT? You're skilled, you're smart, and you know how much you can accomplish, so why aren't prospects beating down your door? It's because they don't know who you are. In BLEND OUT, Snappy Kraken CEO Robert Sofia dives into the marketing history of some of the world's most successful companies, exploring the steps they took that left an unshakable impression with their target audiences and then applying those steps in such a way that any small business can recreate them. But this isn't a book for financial advisors who are looking for a quick fix or marketing hack. As with every company that has gone on to lasting success, successful marketing and long-term customer retention takes concerted effort, persistent reinforcement, and an unrelenting desire to be better than you were the day before. It's not easy, but it's exactly how you take your company from meager growth to exceptional success.
Praise for The New Financial Advisor "For those of us who are working day to day on the frontier of wealth management, Scott Budge has done a remarkable job of mapping out this new territory--helping families achieve life outcomes. Budge's book is a valuable primer for advisors who are ready to embrace the psychological aspects of their role with families as a complement to their financial expertise." --Dirk Junge, Chairman and CEO, Pitcairn "At the time when the qualitative issues of human development are becoming the dominant questions for families, Scott Budge's defining of the New Financial Advisor brings to life the kind of advisor who will be most helpful to families in the years to come." --James (Jay) E. Hughes, author of Family Wealth: Keeping It in the Family and Family: The Compact Among Generations "The modern financial advisory landscape is more complex than most advisors realize. Successful advisors will gain a map and a compass if they take advantage of Scott Budge's many insights and words of wisdom. The New Financial Advisor keeps the focus on outcomes, and advisors will discover investment solutions uniquely suited for families." --Charlotte B. Beyer,founder and CEO, Institute for Private Investors "Scott Budge has written a wise, warm, and informative guide to navigating the human side of wealth management. The New Financial Advisor should be on the short list of required reading for anyone who aspires to the role of 'Most Trusted Advisor.' I know I'll be consulting it often." --Elizabeth P. Anderson, CFA, Beekman Wealth Advisory, LLC "Scott has rightly perceived that today's financial advisors can play a different role--helping their clients navigate their family relationships around wealth. The New Financial Advisor's theory and practices provides examples to achieve this goal." --Charles W. Collier, Senior Philanthropy Advisor, Harvard University, and author of Wealth in Families
Protect your money with this “accessible and practical” guide to hiring and working with financial advisors (Publishers Weekly, starred review). Hiring a trained expert to safeguard and grow your wealth seems like a foolproof decision, but it can go awry for many people. You should never blindly trust that your advisor has your best interests at heart—and while there are many benefits to working with a financial pro, there are some things you should know first. Drawing on her insider’s knowledge of how the financial advice profession really works, Liz Davidson shows how to judge whether an advisor is going to help or harm your savings. This no-nonsense guide covers questions such as: How should you decide if you really need an advisor? What financial moves can you make without their help? What important questions should you ask before trusting them with your money? What are the red flags you should run from? What does all their jargon really mean? Learn how to take control of your financial well-being—either with a financial advisor or without one. “This book is mandatory reading for anyone who wants a better understanding of how to manage their money.” —Mary Beth Franklin, InvestmentNews “Valuable tools for managing one’s personal finances for maximum results.” —Publishers Weekly, starred review