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| Attract and Retain the Affluent Investor: Winning Tactics for Today's Financial Advisor | 
 enlarge | Authors: Stephen Gresham, Evan Cooper
Publisher: Kaplan Business
Category: Book
List Price: $35.00
Buy New: $6.03
You Save: $28.97 (83%)
New (25) Used (21) from $1.99
Avg. Customer Rating:  4 reviews
Sales Rank: 393082
Media: Hardcover
Number Of Items: 1
Pages: 272
Shipping Weight (lbs): 1.1
Dimensions (in): 9 x 6.1 x 0.9
ISBN: 0793144337
Dewey Decimal Number: 332.62
EAN: 9780793144334
ASIN: 0793144337
Publication Date: May 17, 2001
Availability: Usually ships in 1-2 business days
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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.
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| Customer Reviews:
 Disappointing March 28, 2007
4 out of 5 found this review helpful
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.
 Steve knows his subject cold November 8, 2002
13 out of 15 found this review helpful
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 !
Straight Talk August 15, 2001
21 out of 22 found this review helpful
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!
A Wealth Advisor's Must Read! June 11, 2001
15 out of 17 found this review helpful
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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