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The Growth Mindset
Leadership Makes a Difference in Wealth Management
Rick Capozzi (Author)
9781119421979, Wiley
Hardback, published 5 December 2017
368 pages
23.1 x 15.8 x 2.5 cm, 0.658 kg
It takes a bold approach to leadership to thrive in the era of disruption The Growth Mindset provides a roadmap to the future for financial professionals. While the FinTech revolution is changing the wealth management industry, there is one thing that technology cannot offer—the human component of advisory services. Your client can pull numbers out of a computer, but they come to you for analysis, perspective, and interpretation based on your understanding of their goals and your years of expertise. Great leadership forms strong relationships and allows you to quickly adapt the best strategies to grow assets and revenues. It understands this dynamic, understands the alignment of company culture, and realizes that the metrics for "top talent" are shifting. This book offers new perspective and expert insight for wealth management professionals looking to distinguish themselves from the competition. The focus is on being client centric and solution driven. Disruption is now the new normal, and successful leaders must be able to adapt quickly and operate with an eye toward growth. Here, you'll find expert analysis of wealth management's future, and clear guidelines for leaders who want to thrive amidst the constantly-shifting financial services landscape. The wealth management industry is facing its greatest challenge to date, and whether your business fails, survives, or thrives depends on leadership. You simply cannot rely on old methods to win a brand new battle. It's time for a change in strategy, methods, processes, and approaches—are you flexible enough to bend without breaking? The Growth Mindset lights the way forward, with the leadership skills that are quickly becoming essential in the new era of wealth management.
Introduction xv Acknowledgments xxxiii Part One: Leadership Makes a Difference in Wealth Management 1 Chapter 1: Communicate Effectively to Move People to Action 5 Chapter 2: Create a Compelling Vision 21 Chapter 3: The Right Culture Is Nonnegotiable 31 Chapter 4: Leaders Collaborate Effectively 43 Chapter 5: Coaching Advisors to Grow the Business 51 Chapter 6: Credibility Is the Foundation 67 Chapter 7: Emotional Intelligence 77 Chapter 8: Managing Yourself and Taking Responsibility 83 Chapter 9: Recruiting and Retaining Top Talent 93 Chapter 10: Creating Outstanding Teams 105 Chapter 11: Have the Courage to Lead Change 117 Chapter 12: Leaders Are Grateful and Win Hearts and Minds 133 Summary: Part One Leaders with a Growth Mindset Grow 139 Part Two: Growing Your Wealth Management Business 143 Chapter 13: Define Your Business Model 147 Chapter 14: Business Development 163 Chapter 15: Exceptional Client Experience 183 Chapter 16: Discovery Meeting 199 Chapter 17: A Question of Value, Not Price 211 Chapter 18: You Are the Solution 223 Chapter 19: Getting Into Flow 231 Chapter 20: Change Is Difficult 241 Chapter 21: Investment Management 253 Summary: Part Two Growing the Business Requires That We Evolve, Lead, and Serve 271 Part Three: What Clients Really Want 275 Chapter 22: What’s Your Number? 279 Chapter 23: The Good Life 291 Conclusion 307 Suggested Readings 311 About the Author 315 Index 317
Subject Areas: Finance & accounting [KF]
