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Attract and Retain the Affluent Investor: Winning Tactics for Today's Financial Advisor Hardcover – May 17, 2001


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Product Details

  • Hardcover: 272 pages
  • Publisher: Kaplan Business (May 17, 2001)
  • Language: English
  • ISBN-10: 0793144337
  • ISBN-13: 978-0793144334
  • Product Dimensions: 6 x 0.6 x 9 inches
  • Shipping Weight: 1.1 pounds
  • Average Customer Review: 4.0 out of 5 stars  See all reviews (4 customer reviews)
  • Amazon Best Sellers Rank: #563,162 in Books (See Top 100 in Books)

Editorial Reviews

About the Author

Stephen Gresham -- Stephen D. Gresham is founder and principal of The Gresham Company, LLC, a Madison, Conn.-based consulting firm that advises brokerage firms, mutual fund managers, insurers and banks about how to attract and serve affluent clientele. A former stockbroker, portfolio manager and financial marketer, the Brown University graduate is a former director of the Institute for Certified Investment Management Consultants. He currently contributes a monthly column to On Wall Street. Evan Cooper -- Evan Cooper is a veteran financial journalist who is currently editor-in-chief of On Wall Street magazine, a monthly publication reaching 90,000 stockbrokers. Previously, he edited Securities Industry Daily and, before that, Securities Industry Management. Earlier in his career, he worked for the New York Stock Exchange and the Securities Industry Association. Cooper is a graduate of the City College of New York and Northwestern University's Medill School of Journalism.

Customer Reviews

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Most Helpful Customer Reviews

23 of 24 people found the following review helpful By A Customer on August 15, 2001
Format: Hardcover
There are two words missing from the beginning of this book's title..which should be "How to Attract and Retain the Affluent Investor[etc.]." Gresham and Cooper take a very forthright approach to their topic, and use modern [no, not distracting!] graphics to get their points across. Relevant "case studies" make up much of the text, with messages reinforced by way of checklists, boxes, and short paragraphs titled "Winning Tactics." There are lots of advice books around for financial advisors. This one's great for people who think they're too busy to read. You can read it through or open it almost anywhere, and learn something. What's more, the authors have come up with answers to questions you didn't even know you had!
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15 of 17 people found the following review helpful By Hallie Bulkin on June 11, 2001
Format: Hardcover
Steve Gresham has really captured the information necessary to be successful in the ever changing financial services industry. He shares with you successful ideas from some of the industries most successful consultants and advisers. In addition, he tells you how to re-evaluate your business and assists directing you toward becoming very successful.
Steve demonstrates his indepth knowledge and expertice in the industry through all of the information provided in this book. If you are going to be successful as a "Wealth Advisor"in the financial services industry, this book is a must read!
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14 of 16 people found the following review helpful By Rodger Friedman on November 8, 2002
Format: Hardcover
Steve Gresham has created a blueprint for the experienced Investment Management Consultant or Wealth Management Advisor to follow and propser from. His examples are clear and concise, his guidance has stood the test of time.
Any advisor who thinks she or he can properly advise 300 or 400 clients will come away from this book with a career altering experience.Steve shows what is important to the business owner as opposed to what the advisor may think is important.
Kudo's to Steve and Evan. Job superbly well done !
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6 of 7 people found the following review helpful By D-Rock on March 28, 2007
Format: Hardcover Verified Purchase
I was very hopeful when I received this book, as I enjoy the author's articles. However, in my opinion, this book has very little to offer.

The problem with most books for financial advisors is that there is very little depth. Most books are just a set up for further services - buy my coaching or buy my system. However, the best of books still have some real meat to them, something you can take away from the book and put to use right away. The best books have something that you haven't considered before, and you can take action on.

This book is not a book with real meat. Sure, it has ideas about working with the affluent - but its just a rehash of every other financial planning/working with the affluent book that is out there. To be sure, if you are reading your first book on the profession, this wouldn't be bad. But I cannot think of a single new idea I found in this book, and there was no compelling reason to take action on anything (as I have seen it all before, and have already done most of it).

Again, if this is your first book on marketing to wealth & affluence, its probably not a bad choice. But I certainly expected more from it.
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