Building Your Business

The first section of Building Your Business is an orientation to the rapidly changing competitive dynamics of the investment advisory business. The book provides up-to-date studies on the trend of financial advisor independence, and data on the increasingly important role of professionals such as accountants, attorneys, and insurance agents. The second section focuses on the dynamics of more effective prospecting, selling and servicing of the affluent market. An innovative model of high-net-worth psychology shows how advisors can close more business with clients. Additional data is provided on best practices of leading advisors in client retention.