Thrive in a changing industry by putting your people first Advisory Leadership is a practical and highly executable guide for financial advisors and finance professionals looking to thrive in today's changing financial services industry. Written by a leading financial advisor with practice improvement expertise, this book shows you how to master the art of leadership while remaining agile and adaptable. You'll learn the seven steps you must take to keep pace and thrive amidst the industry's evolution, with clearly articulated explanations and motivational action items. The discussion covers patience, integrity, compassion, respect, consistency, encouragement, and courage the foundations of success and continued growth and shows you how to practice what you preach with real strategies for living the vision and being a true leader. The financial services industry is at a crossroads, between a generation on the cusp of retirement and the new generation stepping in to take its place. This transition has been called a crisis of culture, of values, and of communication, but it's really an opportunity.
This book faces the changes head-on, and delivers practical solutions that start and end with your greatest resource your people. * Unlock the secrets to a people-first company * Speak openly, walk the walk, and promote personal growth * Reward firm-wide collaboration and a team mentality * Reshape your company's DNA to thrive in today's financial environment The industry's overarching question is one of differentiation: how can your firm stand out amid the rise of robo-solutions and an unpredictable future? Advisory Leadership shows you how a people-focused company culture can elevate a firm from surviving to thriving.
GREG FRIEDMAN, MS, CFP, is founder and president of Junxure, a practice improvement firm, and Private Ocean, one of the West Coast's leading wealth management firms. He is a relentless innovator and advocate for excellent wealth manage-ment, which earned him recognition three times on Investment Advisor Magazine's list of the Top 25 most influential financial advisors.
Foreword xi Preface xv Acknowledgments xix Introduction: Understanding Heart Culture: Making the Change 1 Chapter 1: Patience: Taking Your Time to Find the Right People 5 Next Gen Employees: Changing Values, Changing Culture 9 Taking Your Time during the Hiring Process 10 Four Steps to Hiring the Right Candidate 12 Benefits 21 Chapter 2: Honesty and Integrity: Speaking Openly and Walking the Walk 23 Overcommunicate Your Values and Philosophy 24 Considering Your Audience 28 The 55 ]38 ]7 Communication Formula 38 The Mehrabian Communication Model 38 What Is the Safe Space? 40 Resolving Conflict 42 Walking the Walk 43 Benefits 45 Notes 45 Chapter 3: Compassion: Unlocking the Secret to a People-First Culture 47 Morale and Profitability 52 Differentiating Me Culture from Heart Culture 53 Benefits 60 Notes 61 Chapter 4: Respect: Promoting Personal Growth, the Key to Inspiring Motivation 63 Helping Employees Explore What Motivates Them 68 Keeping Tabs 73 Benefits 77 Chapter 5: Persistence and Consistency: Maintaining Employee Relationships 79 Choose the Right Management Team 81 Don t Wait for a Scheduled Meeting to Check In 82 Empower Individuals Regularly, Giving Them the Tools They Need to Succeed Delegate 85 Plan Regular Off ]Site Events for Team Building 87 Benefits 99 Chapter 6: Encouragement: Rewarding Firm-Wide Collaboration and a Team Mentality 101 Reiterating Company Values 102 Creating Individual Opportunities 103 Rewarding Teamwork through the Compensation Structure 104 Keeping People Accountable Even Yourself 108 Holding a Biannual Retreat 112 Benefits 115 Chapter 7: Courage: Reshaping Your Company s DNA to Establish Heart Culture 117 Assessing Your Team s Individual Strengths and Opportunities 123 Anticipating Growing Pains Lots of Them 126 Recognizing Culture Killers and How to Avoid Them 129 Rolling Up Your Sleeves and Getting Involved 135 Benefits 139 Note 139 Chapter 8: Implementing Heart Culture in Your Firm: Get Started Today, Not Tomorrow 141 Afterword 145 References 149 About the Author 151 Index 153