You've been framed : how to reframe your wealth management business and renew client relationships /: how to reframe your wealth management business and renew client relationships. (2015)

• Record Type: Book
• Further Information: Note: Ray Sclafani.
• Authors: Sclafani, Ray
• Other Names: Tibergien, Mark C writer of supplementary textual content.
• Contents: Foreword Mark C. Tibergien ix Acknowledgments xi Introduction 1 Part I You Gotta Believe 13 Chapter 1 You’ve Been Framed! 15 Chapter 2 What the Best in the Business Don’t Want You to Know: The Five Wealth Management Reframes 29 Chapter 3 Death of a Salesman/Saleswoman and Rise of the Wealth Advisor 51 Chapter 4 The Big, Fat Lie 69 Chapter 5 Lone Ranger to Leader™ 83 Part II Five Steps to Reframing Your Business 101 Chapter 6 Discovering Your Current Frame: The ClientWise Conversation™ 103 Chapter 7 Defi ning Your New Frame by Discovering Your Value 133 Chapter 8 Building Your New Frame 161 Part III Now What? 187 Chapter 9 Teaching Others How to Frame You: Renewing Relationships 189 Chapter 10 Sharing the Frame: It’s All About Advocacy 207 Conclusion Ten Signals of a Successful Reframe 239 Additional Resources 249 About the Author 253 Index 255
• Edition: 1st
• Publisher Details: Hoboken : John Wiley & Sons
• Publication Date: 2015
• Extent: 1 online resource
• Subjects: 332.6; Portfolio management; Wealth -- Management; Investment advisors
• Languages: English
• ISBNs: 9781119079576; 9781119079873
• Notes: Note: Description based on CIP data; resource not viewed.
• Access Rights: Legal Deposit; Only available on premises controlled by the deposit library and to one user at any one time; The Legal Deposit Libraries (Non-Print Works) Regulations (UK).
• Access Usage: Restricted: Printing from this resource is governed by The Legal Deposit Libraries (Non-Print Works) Regulations (UK) and UK copyright law currently in force.