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The Enduring Advisory Firm

Book Description

A guide for financial advisors who are ready to embrace new opportunities

The Enduring Advisory Firm is a book for the forward-thinking financial advisor. Financial advisement is traditionally a hands-on field, so few in the industry feel threatened by the shifting social and technological landscape. In this book, Mark Tibergien—routinely named one of the most influential people in the financial services world—and Kim Dellarocca make a compelling case for taking a closer look at technology and other big-deal industry trends in order to move the business of financial advice into the next stage of its evolution.

Combining a facts-based approach with case studies and examples from the field, The Enduring Advisory Firm will ignite your imagination by demonstrating practical strategies for attracting clients and streamlining operations. Today's smart practice managers are focusing on emerging topics like the needs and expectations of the Millennial generation, mobile and interactive technologies, and growth planning. Responding thoughtfully to these trends, with the help of this book, could propel your financial advising business toward a more successful future.

  • In-depth discussion of trends and forces that you can harness to reshape your financial advisement business
  • Case studies and examples showing how to navigate the most difficult business decisions
  • Innovative ideas for process improvement, more fruitful client interactions, and sustainable growth
  • Tips and insight for attracting Millennial clients and talent by leveraging new technologies

The Enduring Advisory Firm will inspire financial advisors, managers, and executives to branch out in ways that will lead to measurable growth. With a newfound focus on the evolution of your business, you might be surprised at where change takes you.

Table of Contents

  1. Acknowledgments
  2. Preface
  3. Part I: The State of the Advisory Business
    1. Chapter 1: Key Business Trends
      1. Assumptions
      2. What Should You Consider?
      3. What the Assumptions Mean for You
      4. Notes
    2. Chapter 2: What Business Are You In?
      1. Vision, Mission, Goals, Objectives
      2. A Refresher
      3. Where to Go from Here?
      4. Zoom Out and Zoom In
      5. Clients of the Future
      6. Note
  4. Part II: The Role of Demographics and the Ability to Grow
    1. Chapter 3: A New Paradigm for Relating and Growing Relationships
      1. Get to Know Your Ideal Client, Again
      2. Seek First to Understand
      3. Notes
    2. Chapter 4: The Mature Client
      1. Generation Smarts: Working with Mature Clients
      2. Change the Conversation
      3. Case Study: Connecting with Pre-Retirees and Retirees
      4. Notes
    3. Chapter 5: The Baby Boomers
      1. Generation Smarts: Working with Baby Boomers
      2. Notes
    4. Chapter 6: The Generation X Client
      1. Generation Smarts: Working with Gen X Clients
      2. Notes
    5. Chapter 7: Millennials
      1. Generation Smarts: Working with Millennial Clients
      2. Embrace the Paradox
      3. Notes
    6. Chapter 8: Generation Z and Beyond
      1. Generation Smarts: Working with Gen Z Clients
      2. Notes
    7. Chapter 9: Investing Women
      1. Working with Female Clients
      2. The Most Important Question
      3. What Advisors Can Do
      4. Unique Planning Needs for Women
      5. Notes
  5. Part III: Bringing Change to Your Practice
    1. Chapter 10: Transforming from Practice to Business
      1. But Are You Scalable?
      2. Risky Business
      3. The Price of Independence
      4. Are You Conflict-Free?
      5. Notes
    2. Chapter 11: Culture Wars
      1. Nature of the Work
      2. Nature of the Worker
      3. Nature of the Workplace
      4. Act Like an Owner
      5. Bullies on the Job
      6. The Benefits of Reverse Mentorship
      7. Notes
    3. Chapter 12: A Vision and Leader for the Future
      1. Vision: It Begins with Your Guiding Principles
      2. Our Leadership Vision
      3. A Vision for Your Business
      4. Ability to Translate Vision into Action
      5. Ownership and Accountability
      6. Empathy
      7. Notes
  6. Index
  7. EULA