From the Inside Flap
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): A Framework for Avoiding the Mistakes Everyone Else Makes 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 ownFocusing on quantity rather than onquality of clients Hoarding unprofitable clients instead ofdisengaging them Providing only investment advice rather than wealth management advice Delivering investment reviews instead ofwealth management reviews Taking the rainmaker rather than ateam approach Selling to prospects instead of through clients For examples of the transformative power of Steve′s "Insight, Decision, Action" guidance for avoidingcommon 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 RegisteredInvestment 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): A Framework for Avoiding the Mistakes Everyone Else Makes 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.
From the Back Cover
Praise for Ineffective Habits of Financial Advisors (and the Disciplines to Break Them): A Framework for Avoiding the Mistakes Everyone Else Makes "When Steve Moore talks about exceptional client experiences, his passion and purpose are inspiring. This engaging book provides a comprehensive playbook for a process that consistently delivers measurable results. Whether you′re starting in the investment business or trying to take your practice to the next level, you have to read this book." — Cliff Russell , Vice President, Investment Advisor, TD Waterhouse Private Client Services, Saskatoon, Saskatchewan, Canada "I was angry with Steve the first day I met him because he made me confront the way I′d been doing things for fifteen years. Six years later, I can say it was exactly what I needed. Steve′s insight and guidance have transformed the lives of my clients, family, and team. I will be forever grateful to Steve and the insight he offers in this transformational book." — Keith P. Spengel , CLU, CLTC, Wealth Management Advisor, Spengel Financial,Chicago, Illinois, USA "My company, The Savant Group, reached the billion dollar milestone on 9/30/2007, thanks in part to the tough advice Steve Moore provided us over the years. There are no excuses with Steve. He tells it like it is and, if you do what he says, amazingly the results come. Change is difficult for everyone, but based on Steve′s commonsense approach, we found it necessary to get out of our ′comfort zone′ and do the things he recommended. You should follow his advice; I pity you if you don′t." — Tom Burkhart , founder and CEO, The Savant Group, San Francisco, California, USA "Working with Steve Moore over the last decade has created a fundamental shift, and improvement, in the way we do business. This book distills the wisdom Steve has gained from football, some 750+ consulting clients, and life into actionable steps that will improve your results—however you choose to define those results. Steve′s clients get results. If you cannot hire him, read this book, follow its guidance, and you will achieve more—of whatever it is you want—than if you go it alone. To me, most business books have one or two good ideas stretched into book length. There is no wasted space here; the reader simply must respond to every idea, practice, and concept. If you disagree with what Steve says, you′d better be thinking deeply of the reasons why you don′t want to follow his precepts." — Russell T. Hill , President/CEO , Halbert Hargrove, Fiduciary Investment Management, Long Beach, California, USA