Log In
Or create an account ->
Imperial Library
Home
About
News
Upload
Forum
Help
Login/SignUp
Index
Cover
Title
Dedication
Contents
Acknowledgments
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
About the Authors
Sample Chapter from The 10 Laws of Trust by Joel Peterson with David A. Kaplan
About AMACOM Books
← Prev
Back
Next →
← Prev
Back
Next →