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The Growth Mindset: Leadership Makes a Difference in Wealth Management

ISBN: 978-1-119-42197-9
368 pages
October 2017
The Growth Mindset: Leadership Makes a Difference in Wealth Management (1119421977) cover image

Description

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.

  • Master the fundamental elements of wealth management
  • Shift to a growth mindset and deal successfully with change
  • Attract, develop, and retain the top talent to grow your business
  • Offer a unique value proposition to better serve high net worth clients

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.

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Table of Contents

Introduction

Acknowledgments

Part 1: Leadership Makes a Difference in Wealth Management

Chapter 1: Communicate Effectively to Move People to Action

Chapter 2: Create a Compelling Vision

Chapter 3: The Right Culture Is Nonnegotiable

Chapter 4: Leaders Collaborate Effectively

Chapter 5: Coaching Advisors to Grow the Business

Chapter 6: Credibility Is the Foundation

Chapter 7: Emotional Intelligence

Chapter 8: Managing Yourself and Taking Responsibility

Chapter 9: Recruiting and Retaining Top Talent

Chapter 10: Creating Outstanding Teams

Chapter 11: Have the Courage to Lead Change

Chapter 12: Leaders Are Grateful and Win Hearts and Minds

Part 1 Summary: Leaders with a Growth Mindset Grow

Part 2: Growing Your Wealth Management Business

Chapter 13: Define Your Business Model

Chapter 14: Business Development

Chapter 15: Exceptional Client Experience

Chapter 16: Discovery Meeting

Chapter 17: A Question of Value, Not Price

Chapter 18: You Are the Solution

Chapter 19: Getting Into Flow

Chapter 20: Change Is Difficult

Chapter 21: Investment Management

Part 2 Summary

Part 3: What Clients Really Want

Chapter 22: What’s Your Number?

Chapter 23: The Good Life

Conclusion

Suggested Readings

About the Author

Index

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Author Information

RICK CAPOZZI is the president of Capozzi Advisory Group, LLC, a global consulting and training firm that specializes in growth strategies for wealth management businesses. His 34-year track record of success in senior leadership roles includes positions with some of the world's top firms. At Morgan Stanley, Rick managed the revenue and asset growth of 8,000 advisors as national sales manager. As a regional president at Wells Fargo, he was responsible for over $30 billion in assets under management, and at Morgan Stanley he oversaw $35 billion as the regional director. In both cases, he turned these regions from virtually last in the country to first by applying sound principles, proven strategies, and smart tactics. As Merrill Lynch's global head of business development, Rick helped the firm achieve record results. Rick has delivered over 1,200 inspirational keynotes throughout North America, Europe, the Middle East, and Asia.

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