LEADER 05602nam 2200685 450 001 9910812992503321 005 20200520144314.0 010 $a1-119-07957-8 010 $a1-119-06797-9 010 $a1-119-07987-X 035 $a(CKB)3710000000478689 035 $a(EBL)4040958 035 $a(SSID)ssj0001556502 035 $a(PQKBManifestationID)16180464 035 $a(PQKBTitleCode)TC0001556502 035 $a(PQKBWorkID)13119949 035 $a(PQKB)10980616 035 $a(PQKBManifestationID)15411443 035 $a(PQKBWorkID)13033946 035 $a(PQKB)23976874 035 $a(DLC) 2015035074 035 $a(Au-PeEL)EBL4040958 035 $a(CaPaEBR)ebr11113976 035 $a(CaONFJC)MIL833088 035 $a(OCoLC)920680732 035 $a(CaSebORM)9781119062011 035 $a(MiAaPQ)EBC4040958 035 $a(EXLCZ)993710000000478689 100 $a20151106h20162016 uy 0 101 0 $aeng 135 $aur|n|---||||| 181 $ctxt 182 $cc 183 $acr 200 10$aYou've been framed $ehow to reframe your wealth management business and renew client relationships /$fRay Sclafani ; foreword by Mark Tibergien 205 $a1st edition 210 1$aHoboken, New Jersey :$cWiley,$d2016. 210 4$dİ2016 215 $a1 online resource (229 p.) 300 $aIncludes index. 311 $a1-119-06201-2 320 $aIncludes bibliographical references and index. 327 $a""Title page""; ""Copyright""; ""Dedication""; ""Foreword""; ""Acknowledgments""; ""Introduction""; ""Good versus Evil in the Financial Industry""; ""Who This Book Is for""; ""The Goods: What This Book Contains""; ""Joining Together to Create a Noble Profession""; ""How to Read This Book""; ""Conclusion""; ""Notes""; ""PART I You Gotta Believe""; ""CHAPTER 1 You've Been Framed!""; ""What's a Frame?""; ""The Five Levels of Framing""; ""Conclusion""; ""Notes""; ""CHAPTER 2 What the Best in the Business Don't Want You to Know: The Five Wealth Management Reframes"" 327 $a""Reframe #1: I Provide My Clients with Comprehensive Wealth Management That Begins with Outcomes-Based Financial Planning""""Reframe #2: I Partner with My Clients""; ""Reframe #3: My Team Is the Best at Serving OUR Clients""; ""Reframe #4: My Clients and My Team Work Together to Define What Value Our Clients Need and What Value My Team Can Provide""; ""Reframe #5: I BUILD A LEGACY BUSINESS THAT SERVES MULTIPLE GENERATIONS TO COME""; ""Conclusion""; ""Notes""; ""CHAPTER 3 Death of a Salesman/Saleswoman and Rise of the Wealth Advisor""; ""The Mis-Frame""; ""The Roots of the Industry"" 327 $a""Reframing Your Marketing Collateral""""Conclusion""; ""Notes""; ""PART III Now What?""; ""CHAPTER 9 Teaching Others How to Frame You: Renewing Relationships""; ""Delivering the Frame, Delivering the Firm""; ""Transitioning Current Clients to the Team Frame""; ""Acquiring New Clients for Your New Frame""; ""Conclusion""; ""Notes""; ""CHAPTER 10 Sharing the Frame: It's All About Advocacy""; ""What Is a Loyal Advocate?""; ""Building Client Advocates""; ""Building Professional Advocates""; ""Conclusion""; ""Notes""; ""Conclusion Ten Signals of a Successful Reframe"" 330 $a"Reframe "wealth management" to achieve sustainable success in financial services You've Been Framed™ is a step-by-step guide for achieving ultimate profitability and sustainability for your financial advisory firm. Whether you're a savvy entrepreneur ready to dominate your competitors, or a more experienced advisor moving toward selling your practice, this guide will help you proactively reframe your business. You'll learn how to grow your pipeline of prospects, win the next generation of clients, and deepen your business so it can thrive without you--leaving you free to pursue what matters to you. Build your business on a holistic foundation of wealth management and assemble the team that will take you to the top as you develop a whole new perspective from which to offer your services. Transform your role from "directive advisor" to "trusted advocate." Completely shift the paradigm, and make yourself the de facto solution to your clients' wealth management issues. Whether it's the firm with which you're affiliated or the types of products and services you offer, you've been "framed." As a wealth management advisor, your clients have little understanding of what you do or why you do it. Even your team may have the wrong idea. This book helps you clarify and demonstrate the value of your knowledge and skills, so you can frame your work on your own terms. Build and showcase your enterprise value Renew client relationships and attract new demographics Become a leader with proven team-building tools Shift your role from advisor to advocate If you haven't effectively led discussions to co-create what your business stands for--and what differentiates it from competitors--you're losing talent, prospects, and business. You've Been Framed™ gives you the perspective you need to thrive in the new financial environment, and achieve sustainable success"--$cProvided by publisher. 606 $aFinancial services industry 606 $aCustomer services 615 0$aFinancial services industry. 615 0$aCustomer services. 676 $a332.10684 700 $aSclafani$b Ray$f1968-$01718738 702 $aTibergien$b Mark 801 0$bMiAaPQ 801 1$bMiAaPQ 801 2$bMiAaPQ 906 $aBOOK 912 $a9910812992503321 996 $aYou've been framed$94115922 997 $aUNINA