Normal view MARC view ISBD view

The financial advisor's success manual : how to structure and grow your financial services practice / by David Leo and Craig Cmiel

By: Leo, David.
Contributor(s): Cmiel, Craig.
Publisher: New York : Amacom, 2018Description: xi, 294 p. ; electronic resource.ISBN: 9780814439135.Subject(s): Financial advisory services | Public practice | Client relationships | Profits | Business planning | Organisational effectivenessOnline resources: Download as an eBook
Contents:
DEVELOP YOUR DIFFERENTIATION STRATEGY: What is your value? -- What is your differentiation? -- Sample unique value proposition. FORMAL BOOK SEGMENTATION: Why analyze your book of business? -- The value of determining your 80/20 -- How segmentation is done. 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.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.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. YOUR CLIENT PLANNING AND REVIEW PROCESS: The client planning and review meeting process -- Additional topics - general monthly check-in call discussion topics. YOUR BUSINESS PLAN: 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.METRICS - DAILY GAME PLAN: The qualitative approach -- The quantitative approach -- Daily time log -- The six most important things. 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. THE BENEFITS OF IMPLEMENTATION.
Summary: Offers tools and techniques to refine your skills as a financial advisor. Looks at how to boost client satisfaction, expand your business, balance the cost of services with the value delivered, and develop a differentiation strategy.
Item type Home library Call number URL Status Notes Date due Item reserves
EBook EBook International
EBL Ebook (Browse shelf) Link to resource eBook Available as an ebook here
Total holds: 0

DEVELOP YOUR DIFFERENTIATION STRATEGY: What is your value? -- What is your differentiation? -- Sample unique value proposition. FORMAL BOOK SEGMENTATION: Why analyze your book of business? -- The value of determining your 80/20 -- How segmentation is done. 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.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.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. YOUR CLIENT PLANNING AND REVIEW PROCESS: The client planning and review meeting process -- Additional topics - general monthly check-in call discussion topics. YOUR BUSINESS PLAN: 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.METRICS - DAILY GAME PLAN: The qualitative approach -- The quantitative approach -- Daily time log -- The six most important things. 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. THE BENEFITS OF IMPLEMENTATION.

Offers tools and techniques to refine your skills as a financial advisor. Looks at how to boost client satisfaction, expand your business, balance the cost of services with the value delivered, and develop a differentiation strategy.

© 2017 Chartered Accountants Australia and New Zealand ABN 50 084 642 571 (CA ANZ).
Formed in Australia. Members of CA ANZ are not liable for the debts and liabilities of CA ANZ

Powered by Koha

Powered by Koha