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PART II: Five Steps to Reframing Your Business
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PART II: Five Steps to Reframing Your Business
by Mark C. Tibergien, Ray Sclafani
You've Been Framed
Foreword
Acknowledgments
Introduction
Good versus Evil in the Financial Industry
Who This Book Is for
The Goods: What This Book Contains
Joining Together to Create a Noble Profession
How to Read This Book
Conclusion
Notes
PART I: You Gotta Believe
CHAPTER 1: You've Been Framed!
What’s a Frame?
The Five Levels of Framing
Conclusion
Notes
CHAPTER 2: What the Best in the Business Don’t Want You to Know: The Five Wealth Management Reframes
Reframe #1: I Provide My Clients with Comprehensive Wealth Management That Begins with Outcomes-Based Financial Planning
Reframe #2: I Partner with My Clients
Reframe #3: My Team Is the Best at Serving OUR Clients
Reframe #4: My Clients and My Team Work Together to Define What Value Our Clients Need and What Value My Team Can Provide
Reframe #5: I BUILD A LEGACY BUSINESS THAT SERVES MULTIPLE GENERATIONS TO COME
Conclusion
Notes
CHAPTER 3: Death of a Salesman/Saleswoman and Rise of the Wealth Advisor
The Mis-Frame
The Roots of the Industry
Sales, No More
Welcome to the World of Wealth Advising
Conclusion
Notes
CHAPTER 4: The Big, Fat Lie
We’ll Always Be There for You . . . Until We Aren’t
The Next Generation of Advisors
Conclusion
Notes
CHAPTER 5: Lone Ranger to Leader™
Surrender Independence to Interdependence
Team Defined
Do You Have a Team or Do You Have a Work Group?
Conclusion
Note
PART II: Five Steps to Reframing Your Business
CHAPTER 6: Discovering Your Current Frame: The ClientWise Conversation™
The ClientWise Conversation™
The Meeting Setup
Conclusion
Notes
CHAPTER 7: Defining Your New Frame by Discovering Your Value
Question 1: What Is Your Noble Purpose?
Question 2: Who’s Your Ideal Client?
Question 3: What Are Your Clients’ Needs?
Question 4: What Solutions Do You Provide?
Question 5: What Other Trusted Advisors Work with Your Target Group?
Question 6: What Team Would You Like to Build to Fulfill Your Noble Purpose?
Capturing Your Value
Conclusion
Notes
CHAPTER 8: Building Your New Frame
Lone Ranger to Leader™
Reframing Your Marketing Collateral
Conclusion
Notes
PART III: Now What?
CHAPTER 9: Teaching Others How to Frame You: Renewing Relationships
Delivering the Frame, Delivering the Firm
Transitioning Current Clients to the Team Frame
Acquiring New Clients for Your New Frame
Conclusion
Notes
CHAPTER 10: Sharing the Frame: It’s All About Advocacy
What Is a Loyal Advocate?
Building Client Advocates
Building Professional Advocates
Conclusion
Notes
Conclusion: Ten Signals of a Successful Reframe
You Know Your Reframe Is Working If . . .
Go to the ClientWise eXchange™
Conclusion
Additional Resources
About the Author
Index
EULA
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CHAPTER 5: Lone Ranger to Leader™
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CHAPTER 6: Discovering Your Current Frame: The ClientWise Conversation™
PART II
Five Steps to Reframing Your Business
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