Review of Getting Clients, Keeping Clients: The Essential Guide for Tomorrow's Financial Adviser (Wiley Financial Advisor) (Hardcover)

I read this book from cover to cover and dog eared nearly every page.Dan Richards thoroughly covers topics such as: target marketing, prospecting, putting the customer first, getting referrals, conducting evaluations of your service, networking, managing a large client base and even firing difficult clients; and of course, everything in between.There are so many magnificent and expertly covered ideas in this book, you might feel overwhelmed with excitement and anxiety after finishing the book.Never fear, Richards touches on how you can implement many of the ideas in his book one or a few at a time without going overboard.

I will advise that this book is geared more towards the advisor with a year or more in the business (e.g. it does not cover cold calling), however, novices will pick up many ideas that will be useful in dealing with clients from the outset and in growing a practice effortlessly.

As an aside but also important, the central tenet of this book is similar to the ideas covered in Dale Carnegie's "How to Win Friends and Influence People."Both are highly recommended.



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Review of The New Managed Account Solutions Handbook: How to Build Your Financial Advisory Practice Using Managed Account Solutions (Hardcover)

While Mssrs. Gresham and Oransky have oriented this great book toward helping financial advisors, it is a must read for those who sell services to these advisors.New and experienced wholesalers, alike, should come away with ideas on how to be a better value-added resource to their advisor clients.
Specifically, here is what I liked about this book:
1) Provides a quality review of the managed account industry, especially why it has evolved the way it has and the benefits it provides advisors and their clients.
2) Looks into the future to show some of the important new trends, such as ETF's and alternative investments.
3) Guides advisors on how to be better business and sales people (hint for all wholesalers: become an expert of these chapters and differentiate yourself by helping your advisor clients grow their businesses)
4) Very well organized, with specific and handy tools and guides.
Again, this is a must read for people in our industry.
Michael Sakraida
Sales consultant for advisor-based sales programs



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