Any good books for newbies?
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I have unofficially been offered a position as a FA trainee and was wondering if there were any book or publications established reps (or anyone else) could recommend to help me get a jump start on things? I would really be interested in books that discussed how top producers sell, and how FAs can attract and retain affluent investors. Also, I would like a book or two that discussed successful business plans for FAs as well as any other success tips to help me along the way. Obviously, one that discussed selling would be very helpful, too. I have scanned sites like amazon.com, but there are just to many to randomly pick a few. Thanks a lot!
To date the best tape I heard was fron Don Connelly.He works with Putnam funds.If you contact a Putnam wholesaler, they can get you one.Listen to it often....learn new things everytime.
Good Luck
Not really FA specific, but good sales training anyway:
Close the Deal By Sandler Sales Institute
http://www.nightingale.com/p~Product~Close_Deal.asp
Anytime you're in the car, you should be listening to something to better yourself... not the radio or music. There are tons of valuable books/seminars on CD out there which are a wealth of knowledge.
Thanks alot everyone!
STL Indy, it's funny you say that. I just picked up some sales tapes for that very reason. I just wasn't learning too much from the radio.
If anyone thinks of ANYTHING that may be helpful, please don't hold back.
[quote=waterboy]
To date the best tape I heard was fron Don Connelly.He works with Putnam funds.If you contact a Putnam wholesaler, they can get you one.Listen to it often....learn new things everytime.
Good Luck
[/quote]
just do not use their funds (Putnam)
Actually, I am in the middle of a book called “Unique Ability”. I
haven’t finished it yet, but it has already helped me focus on what I
do best. It’s by Catherine Nomura and Julia Waller, based on a
concept by Dan Sullivan.
I’m not sure if it’s the best book for FA newbies, but I found “Dilemmas of Family Wealth: Insights on Succession, Cohesion and Legacy” to be a very good and easy read.
Sudden Money - Managing a Financial Windfall.
written by Susan Bradley about her experiences in managing money for those with financial windfalls. Geared toward individual, but is helpful to apply her process in working with clients.
The Davis Discipline"- its put out by Davis Funds and gives the history of thew firm, Davis NY Venture, and gives good insight to the succesfull habits of long-term investors. That sounds like a plug but it truly is a good read, and I have been selectively sending a copy to clients. Also, it recently got the attention of an affluent prospect I jhave been chasing since last August…
Blarmston, any chance you could send me a copy of “The Davis Discipline?” (by the way your pm box is full)
I suggest ‘What Wall Street Doesn’t Want You to Know’ - this way you can identify and avoid the BS pulled on investors and hopefully keep your client’s best interest first.
"Never Eat Alone", Keith Ferrazzi
"A Whole New Mind", Daniel Pink
AND, if you want the 'ultimate' in prospecting ideas, vist the prospecting professor.
http://www.prospectingprofessor.com/