Gresham - Advisor for life: become the indispensable financial advisor to affluent families
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Age Wave of retiring baby boomers is creating a seismic bonanza for financial advisors--if they can provide the kinds of creative and flexible strategies their clients will be wanting and needing. Steve Gresham provides the solid, imaginative, yet practical guidance needed to build winning strategies to meet the needs of a new generation of investors. I have long respected his work and heartily recommend this book.--Ken Dychtwald, PhD, founder and CEO, Age Wave, and author of Age Wave, Age Power, The Power Years, and Workforce Crisis Steve Gresham showed us in The Managed Account Handbook that the basics to asuccessful advisor do not differ from one country to another. In this book, he is expanding his horizon with his extensive experiences to further help you to develop the skills for building a devoted client base. This is the must-read book for all who want to succeed in the financial advisory industry.--Toshiya ShimizuPresident and CEO, Nikko Cordial Advisors Ltd. For thirty years, advisors have been using wealth accumulation as their main sales weapon. With the boomers entering retirement, all thats out the window. Now the imperatives are income distribution, planning--making sure the investor does not run out of money. In Steves newest book, he does an excellent job of walking advisors through this change and showing them how to alter their practices to not only survive but thrive. This is a must-read for any advisor who still wants to be in the business in ten years.--Len Reinhartfounder and President, Lockwood Advisors For over thirty years, I have sought advice from industry experts who can help me grow and optimize my practice. Steve Greshams advice is always of interest to me--he is always right there on the cutting edge.--John Rafal, President, Essex Financial ServicesRegistered Rep.s Top 50 Financial Advisor for 2006 and Barrons Top 100 Financial Advisor A good coach can help even the best players reach their potential. As a financial advisor, you coach successful families to tackle lifes challenges and achieve their goals. Steve Gresham can help--he has the tactics to help you build a winning team. --Mike KrzyzewskiHead Coach, Duke University Basketball and the 2006 U.S. National Tea.;Title Page; Copyright Page; Dedication; Acknowledgments; PART I -- The State of the Advice Industry and Your Opportunities; INTRODUCTION -- Buicks and Big Macs; LOSING THE LIMO MARKET; NEW TIMES, NEW BRANDS; CHAPTER 1 -- The Value of Advice; WHY THE AFFLUENT WANT YOU; THE ACID TESTCAN YOU SHOW TRUE CONCERN?; THE FOUR COMMANDMENTS; BE INSPIRATIONALTHE FIFTH DIMENSION; PART II -- Investment Counsel Advice for Life; CHAPTER 2 -- How to Develop a Compelling Investment Philosophy; COMMON VALUES AND YOUR SUCCESS
Gresham: author's other books
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Ivan M. Illan
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Table of Contents
To the most important people in my life:
Jane, Rachael, Meggie, and T.J. Gresham
Jane, Rachael, Meggie, and T.J. Gresham
Acknowledgments
Writing a book is like taking a long journey: You start out with a pretty good idea of where youre going and what youll do and see along the way. But as in any trip, its the surprisesthe unexpected and wonderful sights and experiences along the way that happen only if you keep your eyes and ears openthat make the voyage memorable. And having friends along for the ride makes it all the more fulfilling.
Described in these terms, Advisor for Life was a great journey. The process of capturing the best practices of top advisors uncovered some terrific new tactics. Some advisors I have known for years revealed new aspects of financial advice that are exciting concepts for todays competitive markets. I also found new thinkers who helped me better frame my observations.
A first-class team of professionals joined me for the journey and provided the support and camaraderie required to complete the trip in style. Their contributions added both balance and deeper meaning to my words, and Im indebted to them.
First, the advisors I have met over the years provided the inspiration for Advisor for Life. These are the classy professionals who embody the values sought by affluent families. Kerry Bubb, Peter Burton, Louis Chiavacci, Mary Beth Emson, Scott Finlay, Ken Gordon, Steve Grillo, Brian Kelly Sr. and Brian Kelly Jr., Bill King, Leon Levy, Robert Levy, Bill Lomas, Greg Miseyko, Jim Pratt-Heaney, John Rafal, Mike Simon, and Trisha Stewart all gave generously of their time and selflessly offered their insights to the community that is the financial advice profession.
Many industry colleagues encouraged me to update my past work with fresh insights for the current marketplace. Frank Campanale of Campanale Consulting Group; Rose Cammareri of AGF Funds; Bob Cunha of Market Metrics; Chris Davis of the Money Management Institute; David Geracioti of Registered Rep. magazine; Hannah Grove of Hannah grove.com; Brian Lord of Premiere Speakers; Steve Geist, Tom Williams, Ginny Macdonald, and the team at CIBC Asset Management; Eric Sondergeld of LIMRA; Cami Miller of Financial Forum; Len Reinhart of Lockwood Advisors; Julie Segal of Institutional Investor; Toshiya Shimizu and Yasusuki Annen of Nikko Cordial Advisors in Tokyo; Victor Dodig and Tom Monahan at CIBC in Toronto; Susan Moloney, Mona Bisson, Jane Wolff, Anne Steer, and Norman Malo of National Financial; and Evan Stewart of Zuckerman Spaeder are just a few of the countless supporters and contributors to my career.
Some genuine superstars provided additional inspiration and insight from their unique perspectives. Ken Dychtwald was generous with his time and research information. Coach Mike Krzyzewski of Duke University blends leadership insights with humility and compassion to get results. And mountaineer Laurie Skreslet is a fascinating authority on human nature, as well as a wonderful teacher.
I was especially fortunate to receive contributions from several industry authorities whom I sought out for their special knowledge and experience. Ron Surz of PPCA is one of the industrys brightest and original thinkers. Walt Zultowski is the guru of the perennial Phoenix Wealth Survey and read much of the text, adding key facts along the way. Leo Pusateri and I have worked together for nearly 20 years, traveling the world in search of best practices and advisor value. He has taught me more about value and life than almost anyone. He and his business partner, Giles Kavanaugh, delivered a key part of this book in Chapter 12 that could stand alone. Jeff Marsden of PriceMetrix joined the team at Giless urging and provided additional perspective to the tricky topic of demonstrated advisor value. Tim Welsh was a valued collaborator while at Schwab Institutional, and his chapter on valuation brings clarity to a complex subject that will continue to be a hot topic for the rest of our careers. Russ Alan Prince of Prince and Associates has both tremendous knowledge and unerring candor. Finally, my father and fellow Registered Rep. columnist, Dr. Glen Gresham, offered a great deal more than his few credited words on the financial implications of health care events.
My editorial team made me look a great deal better as a writer than I am. The folks at John Wiley & Sons, led by David Pugh, were patient and supportive. Todd Tedesco, senior production editor, ably guided the manuscript through production. The staff at Cape Cod Compositors grabbed the composition task with energy and diligence. Joe Finora worked on several chapters and contributed the section on using the media in Chapter 16. Mike Lynch was a valued ally when we worked together at Phoenix Investment Partners, and he brought energy and technical expertise to the projectespecially Chapters 6 and 7. My assistant at Phoenix, Susan Ingvertsen, pitched in at key moments to bail me out of countless logistical logjams and kept the train running.
Two key players require special notice. I am especially indebted to my editor of many years, Evan Cooper, who took charge as the project neared completion and created significant additional value out of my collected writings. My longtime friend and accomplice, Arlen Oransky, helped manage the overall project from start to finish as the ultimate utility player concerned with everything from the checkbook to top advisor interviews. Thanks to you both.
And no one but a hermit could write a book without sacrificing considerable personal time that should be reserved for family. My wonderful wife, Jane, never complained and helped make time on the weekends and early mornings for me to write without interruption. My terrific children, Rachael, Meggie, and T.J., all gave me space and even prodded me back to work when I wanted to take a break. All three are still hoping Ill write a real book someday.
Finally, thank you for taking the time away from your practice and your family to explore ideas that I hope might make a difference in your business. Let me know what you like, what youd like to hear more about, and where I can improve. You are my client.
Steve Gresham
www.greshamcompany.com
www.greshamcompany.com
PARTI
The State of the Advice Industry and Your Opportunities
INTRODUCTION
Buicks and Big Macs
What the Financial Advice Industry Can Learn from General Motors, McDonalds, and FedEx
Irecently participated in a workshop for top advisors of a leading wirehouse brokerage firm. My topic was Catching the Baby Boomer Retirement Wavespecific tactics for tapping the historic opportunity of 77.5 million Americans hurtling toward retirement with (generally) insufficient funds. I was interrupted along the way by an advisor who admitted the importance of the boomer wave, but shared that he just doesnt see anyone from that generation. Our dialogue follows:
Gresham: How old are you?
Advisor: Forty-two.
Gresham: So youre a boomer yourself and you dont encounter boomer-aged people in your practice?
Advisor: Not as clients.
Gresham: Have you purchased or leased a car in the past couple of years?
Advisor: Yesbut why?
Gresham: Did you choose a Cadillac?
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