Reframe "wealth management" to achieve sustainable success in financial services
You've Been Framed(TM) 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 you--leaving 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.
Whether it's the firm with which you're affiliated or the types of products and services you offer, you've been "framed." As a wealth management advisor, your clients have little understanding of what you do or why you do it. Even your team may have the wrong idea. This book helps you clarify and demonstrate the value of your knowledge and skills, so you can frame your work on your own terms.
* Build and showcase your enterprise value
* Renew client relationships and attract new demographics
* Become a leader with proven team-building tools
* Shift your role from advisor to advocate
If you haven't effectively led discussions to co-create what your business stands for--and what differentiates it from competitors--you're losing talent, prospects, and business. You've Been Framed(TM) gives you the perspective you need to thrive in the new financial environment, and achieve sustainable success.
Autorentext
RAY SCLAFANI is the founder and head of ClientWise, the premier coaching and training company exclusively serving the financial services industry. He holds a Professional Certified Coach designation from the International Coach Federation and a master's certification in Neuro-Linguistics from the International Association for Neuro-Linguistic Programming.
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Praise for YOU'VE BEEN FRAMED
Today's wealth advisory market is a dichotomy of challenge and opportunity. While wealthy American families have a greater need now than ever before for financial advice, they are also more empowered than ever to judge the quality of their advisor, and they have more options than ever before to replace someone not meeting their needs. In this context, Sclafani's thesis in You've Been Framed provides vital groundwork and insight for aspiring advisors in any channel to better defineand deliver upontheir value proposition for clients. The ideas in this book are actionable, astute, and incredibly useful. Bravo!
Sterling Shea, Managing Director, Head of Advisory Programs, Barron's
Who's more important to an advisory firm's growth: clients or staff? Ray Sclafani provides the surprisingly nuanced answer plus the strategies to propel a firm's constituents toward shared success.
Jamie Green, Editor, Investment Advisor and ThinkAdvisor.com
It's never too late to become even better at your craft. Financial advisors at any stage of their career, in any business model, need to reframe for tomorrow. You've Been Framed is a comprehensive collection of best practices for reframing for success in a changing industry. It will coach you through the transition to build a lasting foundation, while Sclafani's perspective and passion will accelerate your professional and personal success!
Craig D. Pfeiffer, Founder and CEO, Advisors Ahead, LLC
Northwestern Mutual's wealth management advisors strive to be at the center of their clients' financial lives, and Ray Sclafani helps them get there. He understands building relationships that carry forward through multiple generations, and he shows top advisors how to make a real difference in the life of the client. Advisors who are driven to do meaningful work can learn from Ray.
Beth Rodenhuis, Sr. Vice President, Field Strategy & Services, Northwestern Mutual
Inhalt
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