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The Enduring Advisory Firm - How to Serve Your Clients More Effectively and Operate More Efficiently
von: Mark C. Tibergien, Kimberly G. Dellarocca
Wiley, 2016
ISBN: 9781119108818 , 208 Seiten
Format: PDF, OL
Kopierschutz: DRM
Preis: 48,99 EUR
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The Enduring Advisory Firm - How to Serve Your Clients More Effectively and Operate More Efficiently
The Enduring Advisory Firm
3
Contents
9
Acknowledgments
11
Preface
13
Part I The State of the Advisory Business
17
CHAPTER 1 Key Business Trends
19
Assumptions
19
Advisors Are Reducing Their Fees
20
Young Employees Lack a Work Ethic
20
Robos Will Make It Difficult to Compete
21
The Profession Will Benefit from the Pending Transfer of Wealth
22
What Should You Consider?
23
Margin Compression
24
Growth for Mature Firms
25
An Oversupply of Clients, an Undersupply of Providers
25
Tarnished Reputation
26
Compliance Costs Are Rising
27
Consolidation Is Inevitable
28
What the Assumptions Mean for You
29
CHAPTER 2 What Business Are You In?
31
Vision, Mission, Goals, Objectives
34
A Refresher
35
Where to Go from Here?
36
Zoom Out and Zoom In
37
Clients of the Future
40
Part II The Role of Demographics and the Ability to Grow
45
CHAPTER 3 A New Paradigm for Relating and Growing Relationships
47
Get to Know Your Ideal Client, Again
50
Seek First to Understand
52
CHAPTER 4 The Mature Client
57
Generation Smarts: Working with Mature Clients
59
Recognize Your Changing Role
60
Communicate with Sensitivity and Empathy
61
Change the Conversation
63
Train and Empower Your Sales Assistants to Look for Signs of Aging
63
Case Study: Connecting with Pre-Retirees and Retirees
65
CHAPTER 5 The Baby Boomers
71
Generation Smarts: Working with Baby Boomers
73
Invest in Building Relationships—the Old-Fashioned Way
75
Use Straight Talk
78
Be Helpful in New, Unexpected, and Highly Valued Ways
79
CHAPTER 6 The Generation X Client
85
Generation Smarts: Working with Gen X Clients
86
Help Them to Visualize Success
90
Begin with the End in Mind
91
CHAPTER 7 Millennials
99
Generation Smarts: Working with Millennial Clients
101
Don’t Let Them Downsize Their Dreams
104
Communicate with Integrity and Clearly to Build Trust
105
Embrace the Paradox
107
CHAPTER 8 Generation Z and Beyond
109
Generation Smarts: Working with Gen Z Clients
112
CHAPTER 9 Investing Women
115
Working with Female Clients
116
Combining Gender and Generation Smarts
116
Women Are More Than Wives and Widows
116
The Most Important Question
119
Help Her Understand and Define Risk
120
Help Her Find Her Purpose
122
What Advisors Can Do
125
Treat Her as an Individual, Not a Niche
125
Consider Offering New and Differentiated Services
127
Unique Planning Needs for Women
129
Part III Bringing Change to Your Practice
133
CHAPTER 10 Transforming from Practice to Business
135
But Are You Scalable?
138
Risky Business
142
The Setting
143
The Response
144
The Price of Independence
145
Why Does the Definition of Independence Matter?
147
Are You Conflict-Free?
148
CHAPTER 11 Culture Wars
151
Nature of the Work
157
Nature of the Worker
158
Nature of the Workplace
158
Act Like an Owner
159
Bullies on the Job
161
The Benefits of Reverse Mentorship
165
CHAPTER 12 A Vision and Leader for the Future
169
Vision: It Begins with Your Guiding Principles
170
Our Leadership Vision
171
A Vision for Your Business
175
Ability to Translate Vision into Action
178
Ownership and Accountability
181
Empathy
185
Index
189
EULA
199
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