The Client Centred Financial Adviser

Are you ready to discover the secret to thriving in today’s fee-based financial services environment? The old transactional, sales-based approach is fast becoming defunct. The real key to outstanding success as a financial adviser is helping your clients get more of what they really want from life. John Dashfield shares a revolutionary new paradigm in psychology that clearly demonstrates that your state of mind is the most significant factor in creating a growing, prosperous and sustainable ‘Client-centred’ practice. This book will help you build exceptionally strong, high-trust and mutually profitable client relationships; conduct powerful client conversations; become comfortable and effective when discussing fees; effectively engage new clients and re-engage existing ones; eliminate stress and increase your everyday enjoyment and fulfilment.

A Client-Centered approach to Financial Planning Practice built by Research for Practitioners The second in the CFP Board Center for Financial Planning Series, Client Psychology explores the biases, behaviors, and perceptions that impact client decision-making and overall financial well-being. This book, written for practitioners, researchers, and educators, outlines the theory behind many of these areas while also explicitly stating how these related areas directly impact financial planning practice. Additionally, some chapters build an argument based solely upon theory while others will have exclusively practical applications. Defines an entirely new area of focus within financial planning practice and research: Client Psychology Serves as the essential reference for financial planners on client psychology Builds upon and expands the body of knowledge for financial planning Provides insight regarding the factors that impact client financial decision-making from a multidisciplinary approach If you’re a CFP® professional, researcher, financial advisor, or student pursuing a career in financial planning or financial services, this book deserves a prominent spot on your professional bookshelf.

Bring your financial planning to life by bringing life to your financial planning. Life-Centered Financial Planning: How to Deliver Value That Will Never Be Undervalued shows financial planners and advisors how to radically improve the service they provide to their clients by tying their decisions and strategies to their clients’ life events, stages, and goals. Written by distinguished financial professionals Mitch Anthony and Paul Armson, Life-Centered Financial Planning provides readers with practical advice and concrete strategies to revolutionize their organization and client service by: · Focusing on what matters most to clients, rather than maximizing assets under management or pushing products · Understanding that a strong financial plan means more than simply accumulating as much money as possible · Building a business model that is good for everyone involved: the financial advisor, clients, and the organization · Moving from being a commodity to being your client's trusted advisor The book is perfect for any financial planner or advisor who wishes to adapt to the radical redefinition of financial services taking place today.

The financial planing profession is undergoing a transformation from the historical approach of transactions and straight asset accumulation to an integrated financial and life planning strategy for customers. Your Clients for Life: The Definitive Guide to Becoming a Successful Financial Life Planner is a roadmap that financial planners can use to understand how to make the connection between financial planning and life planning. Its premise is that advisors of the future will need to deal more with money as an element of a client's life that cannot be viewed alone.

Revolutionize your financial advisory practice with the latest cutting-edge tools Tired of spending more time with filing cabinets than with clients? Is overhead eating up your margins? In a new revised edition of the "bible" of practice management and technology for financial professionals, two leading financial planners, with some help from their friends*, deliver the knowledge advisors have been begging for. This book serves up a nontechnical trove of technology, clever workarounds, and procedural efficiencies tailored to help financial advisors in private practice move toward today's virtual office. The authors show you how to drastically reduce the paperwork in your office, slash overhead, and find anything you need in seconds using the latest software. This revised edition includes new information on SaaS and cloud computing, software integrations, mobile devices/apps, social media tools, portfolio accounting and outsourcing, collaborative tools, digital signatures, workflow management, marketing technology and much more. Perfect for successful practices seeking greater efficiencies and healthier profit margins The authors are well-known financial advisors, each with more than 30 years of experience in financial services Addresses the evolution of the virtual office and its impact on advisory firms If you're looking for new systems and efficiencies to transform and streamline your private practice, look no further than Technology Tools for Today's High-Margin Practice. *Chapter 1 Selecting the Right CRM System, Davis D. Janowski Chapter 2 The Future of Financial Planning Software, Bob Curtis Chapter 3 The Future of Financial Planning Software and the New Client-Advisor Relationship, Linda Strachan Chapter 4 Portfolio Management Software, Mike Kelly Chapter 5 Achieving Growth and Profitability with Technology Integration, Jon Patullo Chapter 6 How the World Wide Web Impacts the Financial Advisor, Bart Wisniowski Chapter 7 Managing Your Online Presence, Marie Swift Chapter 8 Client Portals and Collaboration, Bill Winterberg Chapter 9 The Cloud, J. D. Bruce Chapter 10 Digital Signature Technology, Dan Skiles Chapter 11 Innovative Software and Technologies Implemented at One of the United States’ Leading Advisory Firms, Louis P. Stanasolovich Chapter 12 Virtual Staff Sparks Growth, Profitability, and Scalability, Jennifer Goldman Chapter 13 ROI—The Holy Grail of the Technology Purchase Decision, Timothy D. Welsh Chapter 14 Building an Efficient Workflow Management System, David L. Lawrence

If you are an experienced financial adviser, an aspiring IFA, an adviser in training, a financial journalist, a regulator or part of a sales team for a life company or investment house this book may be for you. Based on my 29 years as a UK financial adviser, 27 as an IFA I have distilled my knowledge and convictions into a spicy, contrarian and controversial book. You should find it thought provoking and practical.I start by describing what makes a good financial adviser. I have identified 15 attributes including being client focussed, ethical, having good communication and maths skills (there is a test) and being a terrible salesman. I then review the types of financial adviser including independent, restricted, a registered individual, an appointed representative or directly authorised. You may be happier in a different role whilst some restricted advisers may realise investment trusts or EISs are not that scary.I tackle industry hot potatoes. Whilst I come down squarely in favour of independent versus restricted, timed charges versus percentage fees and bespoke versus centralised investment propositions I am not blind to counter arguments and explain the pros and cons of each. You may be challenged. You may not agree but my thoughts should make you think and strengthen your own convictions. However you charge for financial advice you must be able to demonstrate your fees are fair and the value you add exceeds the cost of advice.Next I review the history of regulation in the financial services industry over the last 30 years, not a dry exercise, but I identify what has been good, quite a lot, and what frankly has been terrible and has failed to benefit customers. Over-regulation has driven advisers out of the industry and made access to affordable advice much more difficult . Well meaning but with no skin in the game the regulators have constantly tinkered and meddled to justify their own existence and fat pay packets. They have not understood the importance of good outcomes and that for most people less is more. I then describe why I think the FCA's Treating Customers Fairly is the best regulation ever invented and how advisers with a client focussed attitude can use it to moderate regulatory overload.Moving on I offer practical tips on record keeping, giving financial advice (it's a process not an event), marketing, websites and dealing with product providers before three chapters are devoted to principles and practice of investment, protection and pensions advice. The meaning of investment risk is extensively covered as is how to calculate life cover requirements, how to filter the minefield of critical illness policies and help clients at both the accumulation and decumulation stage. I throw in the odd hand grenade for example that most cash flow planning is not worth the paper it is written on and fixed term annuities are pretty useless. You'll also discover a little known institution, "The Ministry for the Blindingly Obvious," learn why if you want to know what water is the fish is the last person you should ask and discover that KIDs make good paper airplanes.I hope the book will leave advisers stimulated, motivated and refreshed. Unburdened even. You should be more thought through and a better financial adviser. For investment focussed IFAs you should be better equipped to build portfolios and chose funds. For journalists, regulators and company reps hopefully you'll better understand what advisers have to go through. Finally for people looking for a good quality IFA the book should help you in knowing what to look for.

A must-have reference for financial advisors In step-by-step detail, Success as a Financial Advisor For Dummies covers how a current or would-be financial advisor can maximize their professional success through a series of behaviors, activities, and specific client-centric value propositions. In a time when federal regulators are changing the landscape on the standard of care that financial services clients should expect from their advisors, this book affords professionals insight on how they can be evolving their practices to align with the regulatory and technological trends currently underway. Inside, you’ll find out how a financial advisor can be a true fiduciary, how to compete against the growing field of robo-advisors, and how the passive investing trend is actually all about being an active investor. Additionally, you’ll discover time-tested advice on building and focusing on client relationships, having a top advisor mindset, and much more. Master the seven core competencies Attract and win new business Pick the right clients Benchmark your performance Start your own firm Brimming with practical expert advice, Success as a Financial Advisor For Dummies is a priceless success tool for any wannabe or experienced financial advisor.

Happiness Leads To Success If you're an experienced financial adviser looking for a new approach to serving your clients, loving your work and building your own long-term financial security, then this book is for you. Read The Happy Financial Adviser to: Achieve greater financial results by first embracing the science of happiness; Tear down industry barriers that stand between you and the success you deserve; Embark upon the Truly Independent six-step journey towards happiness and freedom; Reclaim your time, attract more clients and experience less stress; Be happier in business while building a secure financial future. If you feel that your work-life balance needs adjusting, or that despite helping your clients provide for their future, yours still looks uncertain, this book is the first step to getting on track.

Many financial advisers feel challenged by the changing terms of engagement regarding their approach to acquiring new clients and serving existing clients. We offer readers three key resources: First, a sales process that is client-centric and delivers value that cannot easily be accessed elsewhere by the prospect. Second, a software system that enables advisers to offer objective choices to clients that eliminate conflicts of interest and support best interest standards. Third, a network of like-thinking financial service professionals, educated and trained in the ways of the future by a faculty that is among the last of a storied generation in our industry.