The Financial Advisor's Success Manual: How to Structure and Grow Your Financial Services Practice
by David Leo (Author), Craig Cmiel (Author)

About the Author
DAVID LEO is a business coach and strategic consultant to financial advisors. He has decades of financial services industry experience, including over seven years in PaineWebber’s Private Client Group where he specialized in productivity solutions.
CRAIG CMIEL is co-founder and managing partner of Great Lakes & Atlantic Wealth Management and Advisory Partners.

About this book
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 the proven techniques and expert insights you need to maximize the profitability of your practice. Financial service firms traditionally aren't designed for serious growth. But this book shows how to break that cycle and earn more-all while serving your clients better. You'll learn to: Develop a differentiation strategy * Effectively segment your book and analyze opportunities * Define and implement your six core client-facing processes * Balance the cost of services with the value delivered * Formulate your business plan * Enhance client loyalty * Measure what matters * Perfect your personal marketing and sales approach Packed with tables, graphs, forms, worksheets, sample letters, and more, The Financial Advisor's Success Manual supplies everything you need to grow your business beyond your wildest expectations.

Table of contents
    Executive Summary
    Introduction
Chapter 1 | Develop Your Differentiation Strategy
    What Is Your Value?
    What Is Your Differentiation?
    Action Summary | Develop Your Differentiation Strategy
    Sample Unique Value Proposition
Chapter 2 | Formal Book Segmentation
    Why Analyze Your Book of Business?
    The Value of Determining Your 80/20
    How Segmentation Is Done
    Action Summary | Formal Book Segmentation
Chapter 3 | The Client Loyalty Process
    Asset Growth Starts with Client Retention
    The 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
    The Kano Model
    The Future of Delight
    Action Summary | The Client Loyalty Process
Chapter 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?
Chapter 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
Chapter 6 | Your Client Planning and Review Process
    The Client Planning and Review Meeting Process
    Additional Topics: General Monthly Check-in Call Discussion Topics
    Action Summary | Your Client Planning and Review Process
Chapter 7 | Your Business Plan
    Prelude
    Purpose of Your Business Plan
    The 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
Chapter 8 | Metrics: Daily Game Plan
    The Qualitative Approach
    The Quantitative Approach
    Daily Time Log
    The Six Most Important Things
    Action Summary | Metrics: Daily Game Plan
Chapter 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 LinkedIn 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
Chapter 10 | The Benefits of Implementation
    Action Summary | The Benefits of Implementation
    A Final Thought
    Afterword
    Notes
    Index

Length: 288 pages
Publisher: AMACOM; First edition (2018)
Language: English
ISBN-10: 9780814439135
ISBN-13: 978-0814439135