Ineffective Habits of Financial Advisors (and the Disciplines to Break Them) : A FRAMEWORK FOR AVOIDING THE MISTAKES EVERYONE ELSE MAKES -- Contents -- Foreword -- Introduction: Setting the Stage -- Business Disciplines -- Ineffective Habits of Financial Advisors and the Disciplines to Break Them -- The Framework of the Book -- Insights -- Decisions -- Actions -- Acknowledgments -- Chapter 1 Stop Living Their Dream and Start Living Your Dream -- The First Ineffective Habit: Living Their Dream -- The First Discipline: Start Living Your Dream -- Insights -- Purpose: The Primary Reason for the Work You Do -- Business Goals: Specific Objectives That Support Your Purpose -- Guiding Principles: The Rules That Guide Daily Decision Making -- Vivid Description: A Narrative of the Business Success You Intend to Create -- Decisions -- Determining Your Purpose -- Determining Your Business Goals -- Determining Your Guiding Prinicples -- Determining Your Vivid Description -- Determining How You Plan to Keep the Dream Alive -- Actions -- Chapter Summary -- Chapter 2 Stop Focusing on Quantity of Clients and Start Focusing on Quality of Clients -- The Second Ineffective Habit: Focusing on Quantity of Clients -- The Second Discipline: Start Focusing on Quality of Clients -- Insights -- Target Market -- Service Focus -- Competitive Differentiation -- Decisions -- The Common Sense Principle -- Actions -- Chapter Summary -- Chapter 3 Stop Hoarding Unprofitable Clients and Start Disengaging Unprofitable Clients -- The Third Ineffective Habit: Hoarding Unprofitable Clients -- The Third Discipline: Start Disengaging Unprofitable Clients -- Insights -- Segment 1: The 20 to 40 Percent That Represents 1 Percent of Revenue -- Segments 2 and 3: Others You Are Considering for Disengagement -- Decisions -- Actions -- Chapter Summary.

Chapter 4 Stop Providing Only Investment Advice and Start Providing Wealth Management Advice -- The Fourth Ineffective Habit: Providing Only Investment Advice -- The Fourth Discipline: Start Providing Wealth Management Advice -- Insights -- Start Providing Your Top 20 Percent with Wealth Management Advice -- Step 1: Determine the Clients to Reengage with Wealth Management -- Step 2: Have a Deep Re-fact Meeting with Your Clients -- Step 3: Financial Planning -- Step 4: The Wealth Management Solution -- Step 5: Present the Wealth Management Solution-The Financial Vision Document and Client Engagement Roadmap -- Decisions -- Actions -- Chapter Summary -- Chapter 5 Stop Delivering Only Investment Reviews and Start Delivering WOW Wealth Management Reviews -- The Fifth Ineffective Habit: Delivering Only Investment Reviews -- The Fifth Discipline: Start Delivering WOW Wealth Management Reviews -- Insights -- Client Needs Analysis -- Client Satisfaction Window -- Building the WOW Review System -- Decisions -- WOW Wealth Management Review Package -- Actions -- Chapter Summary -- Chapter 6 Stop the Rainmaker Approach and Start the Team Approach -- The Sixth Ineffective Habit: The Rainmaker Approach -- The Sixth Discipline: Start the Team Approach -- Insights -- Team Core Competency Audit -- Team Development Evaluation -- Team Alignment and Empowerment Evaluation -- Internal Challenges -- The Organizational Structure of the Team Approach -- Role Clarity -- Managing the Team Approach -- Coaching the Team -- The Acquisition of Talent -- Team Incentive Compensation -- Create a Best-of-Kind Team of Experts and Suppliers -- Decisions -- Actions -- Chapter Summary -- Chapter 7 Stop Selling to Prospects and Start Selling through Clients -- The Seventh Ineffective Habit: Selling to Prospects -- The Seventh Discipline: Start Selling through Clients -- Insights.

Client Introductory Event -- Center-of-Influence Marketing -- Managing the Sales Pipeline -- Qualify a Call-In Lead -- Fact Finding, Planning, Solutions -- Decisions -- Actions -- Chapter Summary -- Chapter 8 Jack's Awakening: An Elite Wealth Management Company -- Bibliography -- About the Authors -- Index.