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Installieren Sie die genialokal App auf Ihrem Startbildschirm für einen schnellen Zugriff und eine komfortable Nutzung.
The role that financial advisors play in the lives of their clients is undergoing a paradigm shift around the world. Aging populations, the impact of technology and the regulatory environment are changing what financial advisors do for clients. This evolution will affect what advisors charge for their services and how they provide value to the people they serve.
American author Barry LaValley and Australian David Haintz have developed a roadmap for those advisors around the world who wish to move their practice to the future. The authors help readers redefine what financial advisors do and how to communicate their value.
The approach Barry and David outline is called "Life First" because it changes the advisor's focus to the life issues that will ultimately require sound financial and investment strategies.
The authors believe that this 'new' advisor will become more of a financial coach and help clients formulate their vision of the future.
The book provides the reader with a comprehensive tool kit of best practices from top financial advisors around the world. Client Communication, value proposition, discovery, aging issues and gender all are redefined and modernized for readers who wish to survive in the midst of industry and client change.
This isn't just another practice management book, but a template for a new approach to being a valued financial advisor.
Table of Contents Introduction - A New Kind of Advisor 8 1. Redefining Your Role 16 2. The Intuitive Advisor 28 3. From Transaction to Transformation 44 4. Defining Your Value 60 5. The Advisor as Coach 74 6. Managing Client Relationships 88 7. Life-First Discovery 106 8. Presenting Your Ideas 124 9. Taking Your Message to the Market 132 10. Your Client Contact Strategy 146 11. Educator of Choice 154 12. But Women Are Different 166 13. Family Issues 180 14. The Life-First Retirement Advisor 192 15. Marketing to Older Clients 206 16. Communicating with Older Clients 218 17. Behavioral Finance 228 18. Social Bias 246 19. Designing a Better Business 256 Appendices The 40 Best Practices of Life-First Advisors 262 Answering the 'Real Question' 266 Retirement Vision Worksheet 274 Testimonials 280
