If you’re a financial advisor looking to step up your game this year, it’s not only crucial to be open to new ideas but also to continually seek out knowledge. One of the best ways to do this is by reading the words of those who’ve been successful in your field.
Below, you’ll find a list of 10 books that will teach you new ways to provide exceptional service to your clients, build and maintain relationships, and see amazing returns for years to come.
Ray Dalio’s success speaks for itself: as of this writing, he’s the 62nd richest man in the world, with an estimated net worth of nearly $17 billion. In his 2017 best-seller, Principles, he outlines the goal-oriented approach that brought him success, which he encourages readers to apply to their own lives.
If you’re looking for a comprehensive guide to succeeding in the world of finance, this is an incredible resource. Globally acclaimed coach and trainer Daniel Collison outlines, step by step, how to create processes that will help you grow your business and retain clients.
The oldest entry on this list (first published in 1923), Edwin Lefèvre’s classic book is a fictional treatment of the life of American investor, Jesse Livermore. It documents Livermore’s rise from a simple day trader to a master of the stock market. Nearly a century after it first went to print, this tome is still a favorite of investors the world over—full of wisdom that remains useful to this day.
More than half a century after it was first printed, Benjamin Graham’s The Intelligent Investoris still seen as the definitive volume on value investing. If you haven’t read this essential work before, make sure you do it this year. (Or, if it’s been a while, consider giving it another read!)
Communication is key to providing the best possible service to your clients, and that means knowing the right questions to ask. If you’re new to the game, Alan Parisse and David Richman have compiled some of the most important questions you need to be asking. Incorporate them into your client interactions, and watch as your business changes for the better.
Logic brings customers to the table, but it’s emotion that get them to close the deal. This popular book is a great tool for advisors who have their facts in order but may be struggling to connect with their clients on an emotional level.
For many marketers, it can be difficult to let go of decades-old techniques that don’t seem to work as well as they used to. But, for co-authors (and spouses) Scott and Alison Stratten, letting go of what doesn’t work is crucial to success. Unmarketingfocuses on the value of working with the right customers and engaging them in the right way.
As the Baby Boomer generation ages and younger generations begin investing in their own futures, it’s essential for advisors to understand the concerns unique to different demographics. As head of the Generational Insights—a consulting firm with more than two decades of experience advising companies on generational issues—Cam Marston offers invaluable tips for financial professionals looking to connect with younger clients.
Every financial advisor needs to have a sound, relationship-based approach to sales, and that means understanding your client’s “why.” But the importance of “why” is a two-way street. In his 2009 best-seller, consultant and motivational speaker Simon Sinek makes a compelling case for inspiration being the most important factor in sales.
After retiring as Managing Director at Merrill Lynch in 2007, David J. Mullen, Jr. wrote The Million Dollar Financial Advisor. Though it’s now a decade old, the influential book currently sits at the top of Amazon’s books for financial advisors.
That’s no accident. The strategies in The Million Dollar Financial Advisorare based on Mullen’s own interviews with fifteen top producers, which he then organizes into 13 actionable lessons.
Remember: learning is a life-long endeavor. Your long-term success as a financial advisor depends on your ability to continually adapt and provide the best service possible to your clients.
By reading even a few of the books listed above, you can be more deliberate about what you do and, ultimately, provide a level of service that will result in referrals and repeat business for years to come.