economics

After 8 years in the financial service industry, I was forced to start over from scratch 2 years ago without a single client or even a list of prospects. This book has been my single most important guide in building a client base of over $160 million in assets, and I'm just getting started. While other fascinating reads focus on the "sales pitch" and aspects of identifying the wealthy and what makes them tick, this book goes way beyond simple needs-based selling and into the world of practice management. Every time I've hit a rough patch in building my practice or the market has dealt all of us in the financial service industry blow after blow that has shaken investor confidence and trust, I've simply read or re-read from passages from this book and have gotten right back on track. From specific questions to pose to the wealthy and client meeting action check-lists to bigger picture topics like the ideal number of clients and best practices from today's top advisors, the writers show they have done their homework. Best of all, this stuff works! I had one client specifically site the reason for hiring me was that the questions I asked in our initial meeting made her feel I had a broader vision of what she was trying to accomplish than any other financial service provider she had ever dealt with. Every question I posed to her came right out of this book. What's even more compelling is that I know her better than I think I've ever known clients in the past. That kind of win-win is rarely found in books, and I recommend this one highly.

Steve Gresham has created a blueprint for the experienced Investment Management Consultant or Wealth Management Advisor to follow and propser from. His examples are clear and concise, his guidance has stood the test of time.

Any advisor who thinks she or he can properly advise 300 or 400 clients will come away from this book with a career altering experience.Steve shows what is important to the business owner as opposed to what the advisor may think is important.

Kudo's to Steve and Evan. Job superbly well done !

There are two words missing from the beginning of this book's title..which should be "How to Attract and Retain the Affluent Investor[etc.]." Gresham and Cooper take a very forthright approach to their topic, and use modern [no, not distracting!] graphics to get their points across. Relevant "case studies" make up much of the text, with messages reinforced by way of checklists, boxes, and short paragraphs titled "Winning Tactics." There are lots of advice books around for financial advisors. This one's great for people who think they're too busy to read. You can read it through or open it almost anywhere, and learn something. What's more, the authors have come up with answers to questions you didn't even know you had!