Оглавление
Mark C. Tibergien. The Enduring Advisory Firm
Acknowledgments
Preface
Part I. The State of the Advisory Business
Chapter 1. Key Business Trends
Assumptions
What Should You Consider?
What the Assumptions Mean for You
Chapter 2. What Business Are You In?
Vision, Mission, Goals, Objectives
A Refresher
Where to Go from Here?
Zoom Out and Zoom In
Clients of the Future
Part II. The Role of Demographics and the Ability to Grow
Chapter 3. A New Paradigm for Relating and Growing Relationships
Get to Know Your Ideal Client, Again
Seek First to Understand
Chapter 4. The Mature Client
Generation Smarts: Working with Mature Clients
Change the Conversation
Case Study: Connecting with Pre-Retirees and Retirees
Chapter 5. The Baby Boomers
Generation Smarts: Working with Baby Boomers
Chapter 6. The Generation X Client
Generation Smarts: Working with Gen X Clients
Chapter 7. Millennials
Generation Smarts: Working with Millennial Clients
Embrace the Paradox
Chapter 8. Generation Z and Beyond
Generation Smarts: Working with Gen Z Clients
Chapter 9. Investing Women
Working with Female Clients
The Most Important Question
What Advisors Can Do
Unique Planning Needs for Women
Part III. Bringing Change to Your Practice
Chapter 10. Transforming from Practice to Business
But Are You Scalable?
Risky Business
The Price of Independence
Are You Conflict-Free?
Chapter 11. Culture Wars
Nature of the Work
Nature of the Worker
Nature of the Workplace
Act Like an Owner
Bullies on the Job
The Benefits of Reverse Mentorship
Chapter 12. A Vision and Leader for the Future
Vision: It Begins with Your Guiding Principles
Our Leadership Vision
A Vision for Your Business
Ability to Translate Vision into Action
Ownership and Accountability
Empathy
A core belief that their very best employee is more important than their very best client
Index
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We consider ourselves fortunate to have found work that is fulfilling and challenging. Through our combined 60-plus-year journey we have learned a lot about the kinds of investments firms need to drive success. Above all we have learned that the most important investment one can make is in others. We have learned that the quality of our relationships is the biggest driver of our happiness and success. We have learned to slow down, to be present, to think win-win, and to do our best to build others up. We have learned that sharing our talents and wisdom matters, often most to those individuals whom we may never meet. We have learned to let go and laugh more. We have learned that friendship promotes the happiness of all.
We are grateful to include here a small list of those friends who have lent their wisdom and inspiration to the book, provided coaching and opportunities along our path, and been the people we most enjoy simply sharing a laugh over a bottle of wine. They are:
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While money in motion can be great for those prepared to be in the middle of it, the reality is that most of this wealth will be distributed in fractions to their beneficiaries. And not all of the beneficiaries will be the offspring of the rich folk. Much of this will go to charities and other causes the creators of wealth hold dear. Bill Gates (Microsoft) and Mark Zuckerberg (Facebook) are great leading examples of people who want to make an impact with their legacy. Their kids will also see a large inheritance upon the death of their parents, of course, but the point is that what is left over will be distributed in much smaller chunks.
Furthermore, the suggestion that advisors should be on a death watch waiting for their Baby Boomer clients to croak is insulting to younger prospective clients. The greatest amount of wealth creation will come from the efforts of Gen X, Y, and Z directly. We are seeing great examples of innovation and consequently wealth accumulation that has little to do with being born with a silver spoon.
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