You've been framed : how to reframe your wealth management business and renew client relationships

"Reframe "wealth management" to achieve sustainable success in financial services You've Been FramedTM 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 FramedTM gives you the perspective you need to thrive in the new financial environment, and achieve sustainable success"-- Read more... Abstract: "Reframe "wealth management" to achieve sustainable success in financial services You've Been FramedTM 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 FramedTM gives you the perspective you need to thrive in the new financial environment, and achieve sustainable success" Title page 2 Copyright 3 Dedication 4 Foreword 10 Acknowledgments 11 Introduction 13 Good versus Evil in the Financial Industry 14 Who This Book Is for 15 The Goods: What This Book Contains 17 Joining Together to Create a Noble Profession 18 How to Read This Book 20 Conclusion 20 Notes 21 PART I You Gotta Believe 22 CHAPTER 1 You've Been Framed! 23 What’s a Frame? 24 The Five Levels of Framing 29 Conclusion 32 Notes 33 CHAPTER 2 What the Best in the Business Don’t Want You to Know: The Five Wealth Management Reframes 34 Reframe #1: I Provide My Clients with Comprehensive Wealth Management That Begins with Outcomes-Based Financial Planning 37 Reframe #2: I Partner with My Clients 40 Reframe #3: My Team Is the Best at Serving OUR Clients 43 Reframe #4: My Clients and My Team Work Together to Define What Value Our Clients Need and What Value My Team Can Provide 46 Reframe #5: I BUILD A LEGACY BUSINESS THAT SERVES MULTIPLE GENERATIONS TO COME 48 Conclusion 50 Notes 51 CHAPTER 3 Death of a Salesman/Saleswoman and Rise of the Wealth Advisor 53 The Mis-Frame 53 The Roots of the Industry 54 Sales, No More 56 Welcome to the World of Wealth Advising 58 Conclusion 63 Notes 64 CHAPTER 4 The Big, Fat Lie 66 We’ll Always Be There for You . . . Until We Aren’t 66 The Next Generation of Advisors 74 Conclusion 75 Notes 76 CHAPTER 5 Lone Ranger to LeaderTM 77 Surrender Independence to Interdependence 78 Team Defined 82 Do You Have a Team or Do You Have a Work Group? 88 Conclusion 90 Note 91 PART II Five Steps to Reframing Your Business 92 CHAPTER 6 Discovering Your Current Frame: The ClientWise ConversationTM 93 The ClientWise ConversationTM 96 The Meeting Setup 102 Conclusion 117 Notes 118 CHAPTER 7 Defining Your New Frame by Discovering Your Value 119 Question 1: What Is Your Noble Purpose? 125 Question 2: Who’s Your Ideal Client? 126 Question 3: What Are Your Clients’ Needs? 128 Question 4: What Solutions Do You Provide? 133 Question 5: What Other Trusted Advisors Work with Your Target Group? 137 Question 6: What Team Would You Like to Build to Fulfill Your Noble Purpose? 139 Capturing Your Value 139 Conclusion 141 Notes 142 CHAPTER 8 Building Your New Frame 143 Lone Ranger to LeaderTM 144 Reframing Your Marketing Collateral 155 Conclusion 162 Notes 163 PART III Now What? 164 CHAPTER 9 Teaching Others How to Frame You: Renewing Relationships 165 Delivering the Frame, Delivering the Firm 167 Transitioning Current Clients to the Team Frame 172 Acquiring New Clients for Your New Frame 174 Conclusion 178 Notes 179 CHAPTER 10 Sharing the Frame: It’s All About Advocacy 180 What Is a Loyal Advocate? 181 Building Client Advocates 186 Building Professional Advocates 196 Conclusion 203 Notes 203 Conclusion Ten Signals of a Successful Reframe 205 You Know Your Reframe Is Working If . . . 206 Go to the ClientWise eXchangeTM 210 Conclusion 211 Additional Resources 213 About the Author 216 Index 217 EULA 228

Reframe "wealth management" to achieve sustainable success in financial services

You've Been FramedTM 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 FramedTM gives you the perspective you need to thrive in the new financial environment, and achieve sustainable success.

"Reframe "wealth management" to achieve sustainable success in financial services You've Been Framed & trade; 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 & trade; gives you the perspective you need to thrive in the new financial environment, and achieve sustainable success"-- Provided by publisher