From the Boiler Room to the Living Room
John Wiley & Sons Inc (Verlag)
978-0-470-25509-4 (ISBN)
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Author Mitch Anthony has been recognized as the voice of conscience for the financial services industry. For more than a decade, he has shown advisors how building authentic, genuine relationships can serve clients' best interests and build heathly—and financially successful—practices at the same time. In From the Boiler Room to the Living Room, Mitch examines where the financial services industry has failed in the past, and what it needs to do to restore trust at both the individual and industry levels. He teaches readers how to better understand the emotional significance of the money that clients entrust to their advisors and the struggles they face as they attempt to get "more life for their money." The book also discusses why venture philosophy, funding single moments, and rethinking one's purpose in life is more important to clients than net worth or asset allocation. Finally, it discusses how to develop dialogues that forge meaningful, long-term client connections—in other words, how to stop selling and start listening.
MITCH ANTHONY is the founder and President of MitchAnthony.com, whose companies include Advisor Insights Inc. and The Financial Life Planning Institute. He also writes and hosts the syndicated radio feature The Daily Dose, and is a regular contributor to Research, Financial Advisor, and Bank Advisor magazines. Anthony was named one of the financial service industry's top "Movers & Shakers" by Financial Planning magazine. He is also coauthor of Storyselling for Financial Advisors and author of The New Retirementality (Wiley), now in its third edition. Visit www.MitchAnthony.com for more information.
Foreword ix
Acknowledgments xv
Preface xvii
Part I Industry Resoulutions 1
Chapter 1 If These Walls Could Talk 3
Chapter 2 Speedometers and Odometers 13
Chapter 3 The Warring Hand 21
Chapter 4 I’m a Numbers Guy 29
Chapter 5 A New Level of Integrity Beyond Disclosure 39
Chapter 6 A New Value Proposition 49
Chapter 7 A New Standard for Practice: Practicing World-Class Wealth Care 59
Chapter 8 The New Frontier: Getting to the Right Side of the Advisory Business 69
Part II Life Resoulutions 81
Chapter 9 Permanent Reference Points: How the Financial Blueprint is Formed 83
Chapter 10 How We Measure Money 91
Chapter 11 Spinning Out of Control 101
Chapter 12 Protecting Your Clients from Half fluence 111
Chapter 13 The End of Retirement as We Know It 121
Chapter 14 What Do Your Clients Want Their Money to Do? 133
Part III Dialogue Resoulutions 143
Chapter 15 The History Dialogue: Finding Your Clients’ Future in Their Past 145
Chapter 16 Goals Are Overrated 155
Chapter 17 Funding “Single Moments” 163
Chapter 18 The Parental Pension 171
Chapter 19 By the Side of the Road: Dealing with the Big “What If . . .” 179
Chapter 20 A 100 Percent Certainty 189
Chapter 21 The New Venture Philanthropy Dialogue 197
Bibliography 207
Index 211
| Erscheint lt. Verlag | 12.9.2008 |
|---|---|
| Zusatzinfo | Tables: 3 B&W, 0 Color |
| Verlagsort | New York |
| Sprache | englisch |
| Maße | 160 x 236 mm |
| Gewicht | 408 g |
| Einbandart | gebunden |
| Themenwelt | Sachbuch/Ratgeber ► Beruf / Finanzen / Recht / Wirtschaft |
| Wirtschaft ► Betriebswirtschaft / Management ► Finanzierung | |
| Wirtschaft ► Volkswirtschaftslehre ► Finanzwissenschaft | |
| ISBN-10 | 0-470-25509-9 / 0470255099 |
| ISBN-13 | 978-0-470-25509-4 / 9780470255094 |
| Zustand | Neuware |
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