From the Boiler Room to the Living RoomThe Financial Services Revolution and What it Means to You and Your Clients
Author Mitch Anthony has been recognized as the voice of conscience for the financial services industry. For more than a decade, he has shown advisors how building authentic, genuine relationships can serve clients' best interests and build heathly—and financially successful—practices at the same time. In From the Boiler Room to the Living Room, Mitch examines where the financial services industry has failed in the past, and what it needs to do to restore trust at both the individual and industry levels. He teaches readers how to better understand the emotional significance of the money that clients entrust to their advisors and the struggles they face as they attempt to get "more life for their money." The book also discusses why venture philosophy, funding single moments, and rethinking one's purpose in life is more important to clients than net worth or asset allocation. Finally, it discusses how to develop dialogues that forge meaningful, long-term client connections—in other words, how to stop selling and start listening.
Foreword. Acknowledgments. Preface. PART I: INDUSTRY RESOULUTIONS. Chapter 1: If These Walls Could Talk. Chapter 2: Speedometers and Odometers. Chapter 3: The Warring Hand. Chapter 4: I'm a Numbers Guy. Chapter 5: A New Level of Integrity Beyond Disclosure. Chapter 6: A New Value Proposition. Chapter 7: A New Standard for Practice: Practicing World-Class Wealth Care. Chapter 8: The New Frontier: Getting to the Right Side of the Advisory Business. PART II: LIFE RESOULUTIONS. Chapter 9: Permanent Reference Points: How the Financial Blueprint Is Formed. Chapter 10: How We Measure Money. Chapter 11: Spinning Out of Control. Chapter 12: Protecting Your Clients from Half fluence. Chapter 13: The End of Retirement as We Know It. Chapter 14: What Do Your Clients Want Their Money to Do? PART III: DIALOGUE RESOULUTIONS 143 Chapter 15: The History Dialogue: Finding Your Clients' Future in Their Past. Chapter 16: Goals Are Overrated. Chapter 17: Funding “Single Moments.” Chapter 18: The Parental Pension. Chapter 19: By the Side of the Road: Dealing with the Big “What If . . .” Chapter 20: A 100 Percent Certainty. Chapter 21: The New Venture Philanthropy Dialogue. Bibliography. Index.
Mitch Anthony is the founder and President of MitchAnthony.com, whose companies include Advisor Insights Inc. and The Financial Life Planning Institute. He also writes and hosts the syndicated radio feature The Daily Dose, and is a regular contributor to Research, Financial Advisor, and Bank Advisor magazines. Anthony was named one of the financial service industry's top "Movers & Shakers" by Financial Planning magazine. He is also coauthor of Storyselling for Financial Advisors and author of The New Retirementality (Wiley), now in its third edition. Visit www.MitchAnthony.com for more information.
Over the years, the financial services industry has consistently failed to help its clients deal with some of the most important internal aspects of moneyâ??such as meaning, emotion, and intention, to name a few. But a recent confluence of events, including a sobering bear market and the revelation of corruptive conflicts of interest, has started to change the "boiler room template" from which this industry was originally cast, and has allowed advisors within it to refocus on building more meaningful relationships with their clients. Today, a major revolution is underway in the financial services industry, and it's based on the idea of understanding what your clients are really asking for: authenticity and integrity. Advisors who embrace this change will prosper in the years ahead, while those who don't will fail, and ultimately become extinct. Author Mitch Anthony is a recognized voice of reason in the financial services industry. For more than a decade, he has shown advisors how to build genuine relationships that can serve clients' best interests and build healthyâ??and financially successfulâ??practices at the same time. In From the Boiler Room to the Living Room, Anthony continues to develop this message by examining where the financial services industry has failed in the past, and what it needs to do to restore trust at both the individual and industry levels. He also takes the time to discuss the subtle steps advisors should take to improve client relationships, such as becoming more aware of the emotional significance clients attach to their money and the struggles they face in an attempt to get "more life for their money." Along the way, Anthony addresses essential issues that may affect your clients' lives at critical junctures, including the possibility of disability and the rearrangement of retirement, and he skillfully reveals why embracing venture philanthropy, funding single moments, and rethinking one's purpose in life is more important to today's client than net worth or asset allocation. Filled with in-depth insights and expert advice, From the Boiler Room to the Living Room is a must-have guide for any financial advisor or institution intent on adapting to the changing times and forging meaningful, long-term connections with current and future clients.
Praise for From the Boiler Room to the Living Room "Only Mitch Anthony could put such context around our job as advisors. Read this book and I promise you will walk away with more 'ah-ha's' than any other one you've read. It will change the way you work with your clients forever. From the Boiler Room to the Living Room is a powerful book." â??Deena B. Katz, CFPÂ®Associate Professor, Texas Tech University "Can transactional brokers become comprehensive financial advisors? Billions of dollars ride on the answer to that question, and Mitch Anthony provides an answerâ??and a road map. His latest book will be invaluable to financial professionals who want to make a difference in their clients' lives, as well as insure their own professional success." â??Evan Cooper Senior Managing Editor, InvestmentNews "This book is a must-read for financial advisors who understand that putting the clients' interests first is also good business. From the Boiler Room to the Living Room will help to change the financial services industry to the financial planning profession." â??Roy Diliberto, CFP® Past president of the Financial Planning Association and author of Financial Planning: The Next Step "The future belongs to the fee-based, right-brained advisor who brings wisdom and knowledge into holistic conversations with clients who are wrestling with major anticipated or unanticipated life transitions. Mitch deftly describes the essence of planning beyond money. What clients value and what they prefer are meaningful discussions surrounding purpose-driven net worth, i.e., solutions that support, sustain, and nourish their three most important assetsâ??their mind, their body, and their soul." â??Lewis J. Walker, CFP® President, Life Transitions Advisors, LLC
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