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

by Steve Moore (Author), Gary Brooks (With)

A how to guide to avoiding the mistakes ineffective financial advisors most often make

Based on a 15-year consulting program that author Steve Moore has led for financial advisors, Ineffective Habits of Financial Advisors (and the Disciplines to Break Them): A Framework for Avoiding the Mistakes Everyone Else Makes 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

• Details a step-by-step strategy for working through current clients, rather than relying on cold calling to form new relationships
• Includes anecdotes collected through both personal experience and stories relayed to him by clients and colleagues
• Provides question and answer segments, examples, and homework assignments

Ineffective Habits of Financial Advisors (and the Disciplines to Break Them shows you how to deliver exceptional service while generating higher revenue per client.

Front Jacket

MANY 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.

Ineffective Habits of Financial Advisors (and the Disciplines to Break Them) tells the story of Jack, a fictional financial advisor with ineffective habits that are all too true in the real world. The habits include:

• Living someone else's dream instead of your own
• Focusing on quantity rather than on quality of clients
• Hoarding unprofitable clients instead of disengaging them
• Providing only investment advice rather than wealth management advice
• Delivering investment reviews instead of wealth management reviews
• Taking the rainmaker rather than a team approach
• Selling to prospects instead of through clients

For 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.

If 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.

Back Jacket

INEFFECTIVE HABITS OF FINANCIAL ADVISORS (AND THE DISCIPLINES TO BREAK THEM)

MANY 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.

Ineffective Habits of Financial Advisors (and the Disciplines to Break Them) tells the story of Jack, a fictional financial advisor with ineffective habits that are all too true in the real world. The habits include:

• Living someone else's dream instead of your own
• Focusing on quantity rather than on quality of clients
• Hoarding unprofitable clients instead of disengaging them
• Providing only investment advice rather than wealth management advice
• Delivering investment reviews instead of wealth management reviews
• Taking the rainmaker rather than a team approach
• Selling to prospects instead of through clients

For 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.

If 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.

Author Biography

STEVE MOORE 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.

GARY BROOKS, CFP^(R), is the President of Brooks, Hughes & Jones, a Registered Investment Adviser, and a financial columnist for The News Tribune in Tacoma, Washington.