Description
Book SynopsisIt takes a bold approach to leadership to thrive in the era of disruption The Growth Mindset provides a roadmap to the future for financial professionals. While the FinTech revolution is changing the wealth management industry, there is one thing that technology cannot offer the human component of advisory services.
Table of ContentsIntroduction xv
Acknowledgments xxxiii
Part One: Leadership Makes a Difference in Wealth Management 1
Chapter 1: Communicate Effectively to Move People to Action 5
Chapter 2: Create a Compelling Vision 21
Chapter 3: The Right Culture Is Nonnegotiable 31
Chapter 4: Leaders Collaborate Effectively 43
Chapter 5: Coaching Advisors to Grow the Business 51
Chapter 6: Credibility Is the Foundation 67
Chapter 7: Emotional Intelligence 77
Chapter 8: Managing Yourself and Taking Responsibility 83
Chapter 9: Recruiting and Retaining Top Talent 93
Chapter 10: Creating Outstanding Teams 105
Chapter 11: Have the Courage to Lead Change 117
Chapter 12: Leaders Are Grateful and Win Hearts and Minds 133
Summary: Part One Leaders with a Growth Mindset Grow 139
Part Two: Growing Your Wealth Management Business 143
Chapter 13: Define Your Business Model 147
Chapter 14: Business Development 163
Chapter 15: Exceptional Client Experience 183
Chapter 16: Discovery Meeting 199
Chapter 17: A Question of Value, Not Price 211
Chapter 18: You Are the Solution 223
Chapter 19: Getting Into Flow 231
Chapter 20: Change Is Difficult 241
Chapter 21: Investment Management 253
Summary: Part Two Growing the Business Requires That We Evolve, Lead, and Serve 271
Part Three: What Clients Really Want 275
Chapter 22: What’s Your Number? 279
Chapter 23: The Good Life 291
Conclusion 307
Suggested Readings 311
About the Author 315
Index 317
