Too many financial advisors simply close shop when they decide to exitthe business—squandering untold goodwill and legacy business. Why waste a great opportunity? By applying the advice of Al Depman, a.k.a. “The Practice Doctor,” you can transform your financial services practice into a legacy-focused business that will add substantial wealth to your retirement nest egg. How to Build Your Financial Advisory Business and Sell It at a Profit walks you through the steps of developing, managing, and growing a profitable practice you can sell for enhanced value or bequeath to family members. Depman guides you through the process of forming a sound plan for your financial services business, including how to: Create a team of advocates in marketing and administration Build a sophisticated referral process Develop sales and casedevelopment systems Write a best-practices operations manual Maximize new technology to streamline operations Put a succession plan in place Building a long-term business model is not just good for your future. It will also make you happier and more profitable today. You’ll be able to spend more time with clients. You’llput more energy into finding new ones. You’ll focus more on referral sources. And someone else will do the grunt work. Use How to Build Your Financial Advisory Business and Sell It at a Profit to build your business into more than a simple means to a paycheck—and reap the rewards of your hard work long after you choose to leave the firm.

To financial advisors who ask, “Who has the time and money for marketing?” the authors have an important piece of advice: Treat your practice like a small business, or you will be put out of business. In an economy in flux, prospective clients are hesitant to put their financial future in the hands of just anyone. This is where Marketing for Financial Advisors comes in. The definitive marketing book designed specifically for financial advisors, it provides all the basic marketing skills you need to attract high-net-worth clients quicker and in greater numbers than ever. Putting the authors’ proven techniques to use, you can immediately build your client base by: Establishing brand and reputational awareness Developing a differentiated value proposition Creating a “word-of-mouth” army Understanding your clients’ psychology Focusing on a niche segment of clients Building a sophisticated marketing campaign Writing an effective marketing plan Determining the ROI of your marketing spend Faculty members of the Wharton School’s marketing department, the authors base much of their advice on a study of more than 800 financial advisors. Throughout the text, proven marketing approaches are combined with real-world insights from these successful advisors. Marketing for Financial Advisors opens the door to an entirely new perspective on your business. You will begin to view yourself as an entrepreneur and understand that an investment in marketing is an investment in the future of your business. Whether you already run a successful financial advisory firm or plan to start one, you must build customer relationships through marketing if you want to survive and profit for years to come. Take your first steps as a small-business entrepreneur using Marketing for Financial Advisors as your guide.

A revised and expanded look at how to thrive and prosper in the financial advisory business A new and revised edition of the eye-opening, no-nonsense handbook on managing and growing a financial-advisory business, Practice Made (More) Perfect is packed with industry insight and practical ideas that every leader and manager within a financial advisory practice needs to know in order to get the most out of their business. Regardless of how little time is available or how seriously challenged a firm may be, this book contains the information that can help. The principles of sound management apply to firms of all types, and the tools provided in this book are guaranteed to be applicable under practically any circumstances. Written by industry expert Mark Tibergien, one of the "25 Most Influential" people in the financial services industry A new edition of a bestselling Bloomberg title Includes fresh insight on recent topics, including how advisors responded during the latest meltdown, the implications of the aging advisory profession, the challenges of attracting and keeping both clients and staff, the role of organizational design in a growing business, recent changes in compensation planning and implementation, and key information on leadership and management in today's financial world Many financial advisers run their businesses as if acquiring more clients will solve any and all problems, but without a strategic framework, more clients just lead to more demands and less time to meet them. The truly successful firm will build strategy, structure, and processes that will ultimately translate into increased profits, cash flow, and transferable value.

Industry experts share their insight and tell you why: Unified managed accounts represent the future of the managed money industry. "No other platform offers so many options and can be customized to meet the needs of so many different types of investors," says one of the nation's most prominent money managers. "We are able to address a wide variety of investment needs with a single product." (Chapter Mutual fund wrap accounts are enjoying a resurgence in popularity. "With mutual fund advisory accounts, advisors can develop a consolidated strategy for their clients utilizing mutual funds," explains one top executive at a leading investment bank. "Investors know that proper asset allocation produces better results." (Chapter 3) Exchange-traded funds have exploded in popularity with clients and advisors. "ETFs have changed the landscape by offering financial advisors a new way to diversify their clients' portfolios," says the national sales manager of one of the world's largest ETF providers. "Advisors can fully diversify across all asset classes." (Chapter 4) Client demand is fueling the growth of alternative investments. "Larger clients are asking for these types of investments," says one director of investment consulting solutions at one of America's largest banks. "Diversification to minimize risk is the key incentive for adding alternative investments to a portfolio." (Chapter 4) They'll also teach you how to: * Determine if managed account solutions are right for you, your practice, and your clients * Transform your financial advisory practice into a wealth management business * Differentiate yourself from other advisors * Develop a recurring revenue stream that will enable you to grow your business * Attract new clients and capture additional assets from existing clients * Conduct successful client meetings and host seminars that get results * Position yourself as a provider of managed account solutions and partner effectively with other advisors, allied professionals, and the media

Building the million-dollar practice of your dreams doesn't have to be complicated. In fact, when you break down the financial advisory business into its core functions, it can be made much more simple. This book packages all the lessons the author has learned and provides a step-by-step guide designed to help any advisor build their dream business without having to reinvent the wheel. A few highlights include: -Key methods of Marketing so you can attract the right people, and repel the wrong ones -How to gain highly qualified and profitable referrals from your ideal clients -A 6 point sales process that ensures you will get the right prospects to become clients -How to build an incredible team to help you scale your business to the highest level -Learn about the Advisor curse and how to overcome it so you can get more done in less time The book delivers a comprehensive plan for creating marketing, sales, and operations tactics that will help any financial advisor turn a business that owns them into a successful, sustainable one they love. Now is the time to run a business that truly supports the lifestyle you desire and allows you to reach your full potential.

80% of small businesses never sell. In The Ultimate Sale, award-winning certified financial planner Justin Goodbread reveals the challenges small business owners face, including that only 30% of family-run businesses survive into the second generation. The good news is, Justin can help you beat the odds and prepare your business for a final sale by teaching you: The three types of capital you may be missing when it comes to knowing what your business is worth. How to identify which appraisal method you must use to get the most value out of your business. The surprising and vital role "human capital" plays in the ability to sell for maximum profit. Who you need on your business Dream Team and why these key players are worth it. How to pinpoint your ideal buyer with breakdowns of the most important types of customers. Discover the exit strategies Justin Goodbread teaches business owners to use sell their businesses and rise above dismal industry statistics. The Ultimate Sale is your guide to navigating business sales, mergers, or buyouts ultimately to prepare you for the next chapter in your life.

Top financial advisors earn big bucks and so have the luxury of hiring staff and investing in sales and marketing systems that keep them winning clients with little effort. But you know if you are starting up as a financial advisor that the going can be rough at first. Recent turnover statistics show that up to 68% of new financial advisors fail within their first year. Why do they fail? Well, whether you are working for a large financial institution or if you are an independent advisor, you basically are running your own small business. You have to brand yourself, market yourself, and sell yourself. Unfortunately, many financial advisors whom we train don't understand that they are in business for themselves. They have little formal sales training and limited marketing knowledge. They don't know how to set up their own sales and marketing systems - but that's exactly what they have to do if they want to survive in today's cut-throat financial services arena. This book includes all the information from the 2nd edition of FEAR Selling plus newly developed strategies, tactics and techniques specially designed for Financial Advisors. FEAR Selling For Financial Advisors covers everything you need to know to be a top producer. Find out how to: keep a steady stream of prospects calling you, target wealthy investor segments, set up a highly leveragable referral system, cold call with confidence, position yourself effectively through your 30-Second Commercial, get your prospects curious enough to invite you in to sell them more, bond quickly through proven trust-building techniques, ask the right questions at the right times to the right people, and tailor your offerings to your prospects sothat they buy now. For more information, go to www.FEARSelling.com.