Description
Book SynopsisA guide for financial advisors who are ready to embrace new opportunities The Enduring Advisory Firm is a book for the forward-thinking financial advisor. Financial advisement is traditionally a hands-on field, so few in the industry feel threatened by the shifting social and technological landscape. In this book, Mark Tibergienroutinely named one of the most influential people in the financial services worldand Kim Dellarocca make a compelling case for taking a closer look at technology and other big-deal industry trends in order to move the business of financial advice into the next stage of its evolution.
Combining a facts-based approach with case studies and examples from the field, The Enduring Advisory Firm will ignite your imagination by demonstrating practical strategies for attracting clients and streamlining operations. Today''s smart practice managers are focusing on emerging topics like the needs and expectations of the Millennial generation,
Table of Contents
Acknowledgments ix
Preface xi
PART I: THE STATE OF THE ADVISORY BUSINESS
CHAPTER 1 Key Business Trends 3
CHAPTER 2 What Business Are You In? 15
PART II: THE ROLE OF DEMOGRAPHICS AND THE ABILITY TO GROW
CHAPTER 3 A New Paradigm for Relating and Growing Relationships 31
CHAPTER 4 The Mature Client 41
CHAPTER 5 The Baby Boomers 55
CHAPTER 6 The Generation X Client 69
CHAPTER 7 Millennials 83
CHAPTER 8 Generation Z and Beyond 93
CHAPTER 9 Investing Women 99
PART III: BRINGING CHANGE TO YOUR PRACTICE
CHAPTER 10 Transforming from Practice to Business 119
CHAPTER 11 Culture Wars 135
CHAPTER 12 A Vision and Leader for the Future 153
Index 173
