10

LESSON TEN

Creating a Team

THE PROLIFERATION of teams in the financial services business has been a fairly recent phenomenon, gaining traction in the 1990s. With one exception, none of our top advisors had the opportunity to be a junior partner, because team opportunities simply didn’t exist when most of them started. In many cases they were pioneers in the formation of teams in our industry. Yet every one of the top advisors told me that working with a team has given them the opportunity to spend more time doing what they do best: meeting with affluent clients and prospects. The team approach has universally made a positive difference in the success of their practices.

Today, every one of our top advisors is the leader of a vertical team ...

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