In order to ensure future success, financial advisors must find a way to compete for one of the fastest-growing segments of the investing population - the affluent. Stephen D. Gresham and Evan Cooper, authors of Attract and Retain the Affluent Investor, show readers that by adapting current methods and learning how to provide a richer level of service, financial advisors will be able to capitalize on this opportunity and create greater client satisfaction.
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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.
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Most Helpful Customer Reviews
22 of 23 people found the following review helpful:
5.0 out of 5 stars
Straight Talk,
By A Customer
This review is from: Attract and Retain the Affluent Investor: Winning Tactics for Today's Financial Advisor (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!
15 of 17 people found the following review helpful:
5.0 out of 5 stars
A Wealth Advisor's Must Read!,
By Marc A. Freedman (N. Bethesda, MD USA) - See all my reviews
This review is from: Attract and Retain the Affluent Investor: Winning Tactics for Today's Financial Advisor (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!
4 of 5 people found the following review helpful:
1.0 out of 5 stars
Disappointing,
By D-Rock (Novi, MI) - See all my reviews
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This review is from: Attract and Retain the Affluent Investor: Winning Tactics for Today's Financial Advisor (Hardcover)
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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Front Cover | Front Flap | Table of Contents | First Pages | Index | Back Flap | Back Cover | Surprise Me!
Inside This Book
(learn more)
First Sentence:
No matter how wealth is measured, we can say with certainty that a record number of Americans have entered a golden age affluence. Read the first page Key Phrases - Statistically Improbable Phrases (SIPs): (learn more)
wirehouse advisor, many affluent clients, affluent business owners, most affluent clients, wealth advisor, business succession planning, affluent investor, wealth manager, top advisors, managed accounts, most advisors, other advisors, one advisor, top clients, many advisors, additional assets, fantasy trip, wealth management Key Phrases - Capitalized Phrases (CAPs): (learn more)
Merrill Lynch, Wall Street, Advisor's Income, New York, Wealth Management Survey, Securities Industry Association, Share of the Pie, Silicon Valley, Best Practices, Chartered Financial Consultant, Financial Engines, North Carolina New!
Books on Related Topics | Concordance | Text Stats Browse Sample Pages:
Front Cover | Front Flap | Table of Contents | First Pages | Index | Back Flap | Back Cover | Surprise Me!
No matter how wealth is measured, we can say with certainty that a record number of Americans have entered a golden age affluence. Read the first page Key Phrases - Statistically Improbable Phrases (SIPs): (learn more)
wirehouse advisor, many affluent clients, affluent business owners, most affluent clients, wealth advisor, business succession planning, affluent investor, wealth manager, top advisors, managed accounts, most advisors, other advisors, one advisor, top clients, many advisors, additional assets, fantasy trip, wealth management Key Phrases - Capitalized Phrases (CAPs): (learn more)
Merrill Lynch, Wall Street, Advisor's Income, New York, Wealth Management Survey, Securities Industry Association, Share of the Pie, Silicon Valley, Best Practices, Chartered Financial Consultant, Financial Engines, North Carolina New!
Books on Related Topics | Concordance | Text Stats Browse Sample Pages:
Front Cover | Front Flap | Table of Contents | First Pages | Index | Back Flap | Back Cover | Surprise Me!
Citations (learn more)
This book cites 3
books:
3
books
cite this book:
- Smith Barney by Vault Reports in Front Matter
- Charles Schwab by Vault Reports in Front Matter
- The Millionaire Next Door by Thomas J. Stanley on page 4
- The Managed Account Handbook: How to Build Your Financial Advisory Practice Using Separately Managed Accounts by Stephen D. Gresham on 5 pages
- The Mega Producers: Secrets of Financial Services Superstars to Lead You to the Top by Steven Drozdeck in Back Matter
- Brokerage Fraud by Tracy Pride Stoneman in Back Cover
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