Attract and Retain the Affluent Investor: Winning Tactics for Today's Financial Advisor (Hardcover)

by Stephen Gresham (Author), Evan Cooper (Author) "No matter how wealth is measured, we can say with certainty that a record number of Americans have entered a golden age affluence..." (more)
Key Phrases: wirehouse advisor, many affluent clients, affluent business owners, Merrill Lynch, Wall Street, Advisor's Income (more...)

Editorial Reviews

Product Description
Practical approaches to advising one of the fastest-growing segments of the investing population: the affluent.

Despite the growth of online investing, the overwhelming bulk of the nation's individual investor assets continue to be managed with help from an advisor-be it a stockbroker, financial planner, accountant or attorney. Whereas many financial intermediaries are concentrating on this burgeoning affluent market, most remain unsure they'll be able to compete.

In Attract and Retain the Affluent Investor, Stephen D. Gresham, an expert in marketing financial services to the affluent, and Evan Cooper, a respected financial journalist, show brokers how to make money by building an affluent client base.

Using checklists as well as sidebars and pullouts of tips and anecdotes, this timely book offers practical money-making solutions for stockbrokers and other advice-givers.

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.

Product Details

• Hardcover: 272 pages
• Publisher: Kaplan Business (May 17, 2001)
• Language: English
• ISBN-10: 0793144337
• ISBN-13: 978-0793144334
• Product Dimensions: 9 x 6.1 x 0.9 inches
• Shipping Weight: 1.1 pounds (View shipping rates and policies)
• Average Customer Review: 4.0 out of 5 stars See all reviews (4 customer reviews)
• Amazon.com Sales Rank: #154,775 in Books (See Bestsellers in Books)

Customer Reviews

Most Helpful Customer Reviews

21 of 22 people found the following review helpful:

5.0 out of 5 stars Straight Talk, August 15, 2001

By A Customer

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!, June 11, 2001

By	Marc A. Freedman (N. Bethesda, MD USA) - See all my reviews

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!

13 of 15 people found the following review helpful:

5.0 out of 5 stars Steve knows his subject cold, November 8, 2002

By	Rodger Friedman (Washington, DC United States) - See all my reviews

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 !