Description
Book SynopsisReframe wealth management to achieve sustainable success in financial services You''ve Been Framed is a step-by-step guide for achieving ultimate profitability and sustainability for your financial advisory firm. Whether you''re a savvy entrepreneur ready to dominate your competitors, or a more experienced advisor moving toward selling your practice, this guide will help you proactively reframe your business. You''ll learn how to grow your pipeline of prospects, win the next generation of clients, and deepen your business so it can thrive without youleaving you free to pursue what matters to you. Build your business on a holistic foundation of wealth management and assemble the team that will take you to the top as you develop a whole new perspective from which to offer your services. Transform your role from directive advisor to trusted advocate. Completely shift the paradigm, and make yourself the de facto solution to your clients'' wealth management issues.
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Table of Contents
Foreword Mark C. Tibergien ix
Acknowledgments xi
Introduction 1
Part I You Gotta Believe 13
Chapter 1 You’ve Been Framed! 15
Chapter 2 What the Best in the Business Don’t Want You to Know: The Five Wealth Management Reframes 29
Chapter 3 Death of a Salesman/Saleswoman and Rise of the Wealth Advisor 51
Chapter 4 The Big, Fat Lie 69
Chapter 5 Lone Ranger to Leader™ 83
Part II Five Steps to Reframing Your Business 101
Chapter 6 Discovering Your Current Frame: The ClientWise Conversation™ 103
Chapter 7 Defining Your New Frame by Discovering Your Value 133
Chapter 8 Building Your New Frame 161
Part III Now What? 187
Chapter 9 Teaching Others How to Frame You: Renewing Relationships 189
Chapter 10 Sharing the Frame: It’s All About Advocacy 207
Conclusion Ten Signals of a Successful Reframe 239
Additional Resources 249
About the Author 253
Index 255
