Description
Book SynopsisThrive in a changing industry by putting your people first Advisory Leadership is a practical and highly executable guide for financial advisors and finance professionals looking to thrive in today's changing financial services industry.
Trade ReviewA third book I enjoyed reading this year, and also asked to blurb, is Greg Friedman s Advisory Leadership. Friedman is somewhat unique; he runs Private Ocean, an advisory firm in San Rafael, CA, and is also the founder of Junxure (and Junxure Cloud), a leading CRM software company that is at the forefront of automated practice management innovations. The book is essentially about creating a people-first culture in your office; the premise of the book is that you, as your firm s leader, have to be somewhat remarkable in order to create a culture where everybody pulls together and is passionate about what they do. You have to exhibit patience, honesty and integrity, compassion, respect, consistency and persistence, encouragement, and courage and each of those qualities gets its own chapter. The idea is that most of us fall short in one or more of these areas, but fortunately for us, they are not innate characteristics that you have to be born with, which means we can improve if we consciously try to become remarkable in seven dimensions. Advisory Leadership offers advice on how to hire into your firm s unique culture (with key interview questions); how to walk the walk of your firm s mission statement (including open and honest communication, but also collegiality with a sense of humor); how to truly care for your staff (Friedman calls them his most valuable clients); and the book also provides some contrasts between a me culture and a heart culture. There s a chapter on promoting personal growth in the staff, and another on how, procedurally, to reward firm-wide collaboration and a team mentality. Bob Veres, Inside Information
Table of ContentsForeword xi
Preface xv
Acknowledgments xix
Introduction: Understanding Heart Culture: Making the Change 1
Chapter 1: Patience: Taking Your Time to Find the Right People 5
Next Gen Employees: Changing Values, Changing Culture 9
Taking Your Time during the Hiring Process 10
Four Steps to Hiring the Right Candidate 12
Benefits 21
Chapter 2: Honesty and Integrity: Speaking Openly and Walking the Walk 23
Overcommunicate Your Values and Philosophy 24
Considering Your Audience 28
The 55]38]7 Communication Formula 38
The Mehrabian Communication Model 38
What Is the Safe Space? 40
Resolving Conflict 42
Walking the Walk 43
Benefits 45
Notes 45
Chapter 3: Compassion: Unlocking the Secret to a People-First Culture 47
Morale and Profitability 52
Differentiating “Me” Culture from Heart Culture 53
Benefits 60
Notes 61
Chapter 4: Respect: Promoting Personal Growth, the Key to Inspiring Motivation 63
Helping Employees Explore What Motivates Them 68
Keeping Tabs 73
Benefits 77
Chapter 5: Persistence and Consistency: Maintaining Employee Relationships 79
Choose the Right Management Team 81
Don’t Wait for a Scheduled Meeting to Check In 82
Empower Individuals Regularly, Giving Them the Tools They Need to Succeed—Delegate 85
Plan Regular Off ]Site Events for Team Building 87
Benefits 99
Chapter 6: Encouragement: Rewarding Firm-Wide Collaboration and a Team Mentality 101
Reiterating Company Values 102
Creating Individual Opportunities 103
Rewarding Teamwork through the Compensation Structure 104
Keeping People Accountable—Even Yourself 108
Holding a Biannual Retreat 112
Benefits 115
Chapter 7: Courage: Reshaping Your Company’s DNA to Establish Heart Culture 117
Assessing Your Team’s Individual Strengths and Opportunities 123
Anticipating Growing Pains—Lots of Them 126
Recognizing Culture Killers and How to Avoid Them 129
Rolling Up Your Sleeves and Getting Involved 135
Benefits 139
Note 139
Chapter 8: Implementing Heart Culture in Your Firm: Get Started Today, Not Tomorrow 141
Afterword 145
References 149
About the Author 151
Index 153
