Books
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I’ve seen a few books suggested as good reads for those entering the FA career path on a few other threads. I’m interested in knowing from those of you who are experienced FAs, what you would recommend as the best books that you’ve read that had a direct impact in improving your business. It could be regarding cold calling, investment strategies, etc, so long as it was useful in you growing your business. Thanks in advance!
[quote=My Inner Child]The Bible. [/quote]
Lol,
Tris, if you have the cash, I would fork out for a Dale Carnegie class,
and use the online learning materials. Les Brown’s book “Live your
Dreams” is also good.
SPIN Selling/SPIN selling workbook are essential. Schiffman’s “250
sales questions to close the deal is also good.” If you are smart you
will really work on your client meeting technique.
If you want to take SPIN selling to a more agressive level, get Randy Schwantz’s book "How to get your competition fired"
Everything else should be focused on closing an agreement to meet in person.
So as not be sucked in by the financial indistry hype, you should read
up the DFA funds websites, and Bernstein’s books on asset allocation.
Thanks for the reply. I had been looking at Bernstein's and was wondering whether or not it was worth the purchase.
Prospecting Your Way to Sales Success by Bill Good.
Bill is a consultant to our industry with lots of useful content on his website. Make no mistake that he has a product to sell. In doing so he has contact with so many reps that he is literally the epicenter of "what's working today." That said, the book is dated, written in the late 80s. Still, the prospecting system he describes along with the organzation and effort needed to succeed are still valid today. What changes is the use of technology instead of card files. Bill trained an entire generation of FAs so you be the judge. IMHO well worth the time to read. Available at:
www.billgood.com
Lets see - ideally, you want a book that teaches you good character, great work ethic, ideas on building relationships, how to best serve your clients, keeping you committed to your goals, wisdom on running a business, how to treat people, staying grounded, etc.
I would have to agree with My Inner Child, the Bible pretty much takes care of everything you need to know to be successful.
The Greatest Salesman in the World Og Mandino: Inspirational http://www.quotationspage.com/quotes/Og_Mandino/
I will love the light for it shows me the way, yet I will endure the darkness for it shows me the stars.
Investment Madness.... John Nofsinger: Psycology of investing
Free to Chose .....Milton Friedma: because he is so right.
[quote=babbling looney]
The Greatest Salesman in the World Og Mandino: Inspirational http://www.quotationspage.com/quotes/Og_Mandino/
I will love the light for it shows me the way, yet I will endure the darkness for it shows me the stars.
Investment Madness.... John Nofsinger: Psycology of investing
Free to Chose .....Milton Friedma: because he is so right.
[/quote]Never heard of that Og fellow. Pretty wise words though.
Psychology of Investing's a great book.
Milton Friedman's revolutionary.
An an aspiring FA, I've found that books on influence have been insightful.
Influence: The Psychology of Persuasion by Robert Cialdini
The Science of Influence by Kevin Hogan
Effort-Less Marketing for Financial Advisors by Steve Moeller
As with everything, though, take the ideas from these books with a grain of salt.
Just because something is written down on paper doesn't make it true. Just because something works for one person doesn't mean it will work for every person.
Great stuff - Milton Friedman rocks.
To go along with that "think for yourself", core economics stuff, consider checking out one of Robert Hagstrom's quicker read books on Warren Buffet.
Value ideas for the core portfolio, around which you can add other diversification ideas.
Marketing to the Affluent
The Millionaire Nextdoor
Beyond the Basics
Understanding Wall Street
Thank you for all the replies. I’ve found through experience that although most things out of a book are not applicable, there are always little bits of knowledge that can be gained and applied to real life.
[quote=planrcoach]Thanks, nice link.[/quote]
And another one with cookies, viruses. Planrcoach, and pal: the topic was deleted but you did not address whether you're web sites are rigged.
Here's my words of wisdom:
http://www.mkccc.com/humour/h28.htm
http://www.gospelcenterchurch.org/confucius.html
They delete topics around here faster than my wallet empties and that's pretty fast!
Flying High with the US Air Force!