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You've been framed : how to reframe your wealth management business and renew client relationships / / Ray Sclafani ; foreword by Mark Tibergien
| You've been framed : how to reframe your wealth management business and renew client relationships / / Ray Sclafani ; foreword by Mark Tibergien |
| Autore | Sclafani Ray <1968-> |
| Edizione | [1st edition] |
| Pubbl/distr/stampa | Hoboken, New Jersey : , : Wiley, , 2016 |
| Descrizione fisica | 1 online resource (229 p.) |
| Disciplina | 332.10684 |
| Soggetto topico |
Financial services industry
Customer services |
| ISBN |
1-119-07957-8
1-119-06797-9 1-119-07987-X |
| Formato | Materiale a stampa  |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto |
""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""
""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"" ""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"" |
| Record Nr. | UNINA-9910812992503321 |
Sclafani Ray <1968->
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| Hoboken, New Jersey : , : Wiley, , 2016 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
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