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Index
Cover
Title Page
Table of Contents
Advice from a Tree
Introduction
Industry Challenges and Disruption
The Leadership Response
The Five Types of Managers
What Is a Growth Mindset?
Acknowledgments
PART ONE: Leadership Makes a Difference in Wealth Management
Chapter 1: Communicate Effectively to Move People to Action
Listen to Understand
Talk to Be Understood
An Outstanding Communicator
Sales Meeting: Great Leaders Don't Waste Anyone's Time
Follow-up: Thank-You Notes Are Magic
Winning Hearts and Minds
Inspiration: Lead by Example
Inspire Others and Yourself
Reward Yourself and Your Team
Chapter 2: Create a Compelling Vision
Growth Is a Choice
Chapter 3: The Right Culture Is Nonnegotiable
Change It or Leave It
Transparency Transforms Cultures
Chapter 4: Leaders Collaborate Effectively
Collaboration Is a Competitive Advantage
Collaboration Requires Diversity and Respect
Chapter 5: Coaching Advisors to Grow the Business
You Can't Coach Desire
A Parable: The Eagle Who Died a Chicken
Earn the Right to Coach
A 9-Step Process to Achieve Coaching Success
Chapter 6: Credibility Is the Foundation
Credibility Must Be Earned
Diversity
Hope
Humanity and Humility
Honesty
Chapter 7: Emotional Intelligence
Chapter 8: Managing Yourself and Taking Responsibility
Self-Care Creates Energy
Take Responsibility
Chapter 9: Recruiting and Retaining Top Talent
Hiring Does Not Equal Recruiting
Spend the Time and Take Your Time
Recruitment Is Just the Beginning
Chapter 10: Creating Outstanding Teams
Elite Teams
Dysfunctional Teams
Healthy Conflict
Empowerment
Chapter 11: Have the Courage to Lead Change
Moving Through Fear
The Courage to Hire and Fire
Critical Insight: Leaders, Bullies, and Respect
A World of Possibilities and Opportunities
Examine Your Assumptions
The Greater the Confidence, the Greater the Courage to Move Forward
Chapter 12: Leaders Are Grateful and Win Hearts and Minds
Narcissism Is Not Your Friend
Influence
Persuasion
SUMMARY: Part One: Leaders with a Growth Mindset Grow
PART TWO: Growing Your Wealth Management Business
Chapter 13: Define Your Business Model
Your Vision Should Inspire You to Take Action
Know Your Model
Demonstrate Value
Chapter 14: Business Development
Introductions
How to Ask for Introductions
Developing Advocates
Community Engagement and Networking
Present a Successful Seminar
Social Media
Think Like an Owner and Invest in Your Business
Chapter 15: Exceptional Client Experience
Little Things Make a Big Difference: The Fundamentals Matter a Great Deal
The Best Gift Is Client Feedback
Listen to Your Clients on a Regular Basis
Communication and Connections
Eliminate Red Tape
Client Appreciation Events
Quarterly and Annual Client Reviews
Chapter 16: Discovery Meeting
Going Deeper Than “Cocktail Talk”: Intuitive Listening
Emotional Intelligence Matters
Use Your Soft Skills
Compelling Questions Make a Difference
Milestones Matter
Seven-Step Discovery Process
Chapter 17: A Question of Value, Not Price
The “Fee” Discussion
Client Segmentation
Advocates, Clients, and Prospects
It Takes Two
It's a Multigenerational Business
Chapter 18: You Are the Solution
What's Your Likability Index?
Personalized Service Matters
The Six Cs of Loyalty
Chapter 19: Getting Into Flow
What Is Success to You?
Stay Grounded
Keep Your Head in the Game
Symbiosis
Advice for the New Advisor
Chapter 20: Change Is Difficult
Defy Complacency
Set Goals
Conquer Fear
Unsuccessful People Never Fail Because They Never Try
Succession Planning
Change Is Difficult but Not Changing Is Fatal
What Have You Done Lately?
Attitude Is Everything
Chapter 21: Investment Management
From Stockbroker to Life Advisor
Don't Second-Guess the Masters
SUMMARY: Part Two: Growing the Business Requires That We Evolve, Lead, and Serve
PART THREE: What Clients Really Want
Chapter 22: What's Your Number?
Market Volatility
Spending Behaviors
Taxes and Inflation
Longevity
Chapter 23: The Good Life
It's All about the Journey
Giving Back
Conclusion
Suggested Readings
About the Author
Index
End User License Agreement
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