Proven in the Trenches: 11 Principles to Maximize Advisor Value and Transform Your Firm's Future

by Ron Carson

Overview

The face of financial services has evolved – and, along with it, the very nature of financial advice. In an increasingly complex world where people are starving for someone they can trust, the time has come for financial advisors to rise to the occasion and reinvent the value they provide to better serve their clients. Of course, to make this evolutionary leap, advisors require a proven, time-tested strategy. A methodology established by one of the most successful advisors in the country and backed by decades of real-world application among thousands of advisors across the country.

In Proven in the Trenches: 11 Principles to Maximize Advisor Value and Transform Your Firm’s Future, advisors will receive an actionable game plan touching on the core dimensions of a highly-functioning financial services firm:

• Understanding Investor Behavior
• Blueprinting Your Life and Your Business
• Attracting Talent by Growing Your Own
• Putting Process Behind Your People
• Building a Brand that Connects and Converts
• Wealth Planning and What It Takes to Revive Advisor Value
• Creating a Compelling Client Experience
• Evaluating Partnerships
• Attracting New Clients and the Art of Ethical Persuasion
• Plotting Your Succession
• Making the Shift from Advisor to CEO

Product Details

ISBN-13:	9780857198044
Publisher:	Harriman House
Publication date:	05/12/2020
Pages:	240
Product dimensions:	6.30(w) x 9.32(h) x 1.08(d)

About the Author

Ron Carson is founder and CEO of Inc. 5000 firm Carson Group, a Barron’s Hall-of-Fame wealth advisor, one of Forbes’ top wealth advisors in America, radio talk show host and New York Times bestselling author. Throughout his 37-year career as a financial advisor and industry icon, Ron has always believed in fulfilling a deep-seeded purpose to be the most trusted for financial advice – to provide families and individuals with straightforward guidance and full transparency when it comes to planning their financial future. This mission – and Ron’s own success as one of the most celebrated and respected independent advisors in the country – has attracted the attention of thousands of advisors hungry for a recipe for success in improving their own businesses and better serving their clients.

Table of Contents

Introduction: Advisors, What a Time to Be Alive! 1

1 The Many Sides of the Modern-Day Investor 11

2 A Lesson from The Beatles: Blueprint Your Business and Your Life 29

3 Growing Your Own: Attracting and Retaining Top Talent 49

4 Put Process Behind Your People: The Seamless Proactive Service Model 69

5 Modern Marketing: How to Build a Brand that Connects and Converts 95

6 Wealth Planning and What it Takes to Revive Advisor Value 119

7 Create a Compelling Client Experience 141

8 Anchors and Engines: Evaluating Partnerships and the Process of Transformation 163

9 Attracting New Clients and the Art of Ethical Persuasion 175

10 Plotting Your Succession and Protecting Your Firm's Potential 191

11 Light the Way and Lead: Making the Shift from Advisor to CEO 205

Conclusion: An Invitation and an Opportunity 217

Acknowledgments 221

Notes 223

Editorial Reviews

In this fresh update of a revered classic in advisory business, Ron Carson provides invaluable strategy and sound actionable ideas for refining one’s practice in Proven in the Trenches. It is a must-read for those who believe, as we do, that the business will be dominated by fewer, better, forward-thinking advisors who are delivering greater value for their clients. Bravo.” —Sterling Shea, Global Head of Wealth and Asset Management, Barron’s Group

“More than just a forward-thinking analysis of our industry’s rapid, relentless evolution, Proven in the Trenches arms financial advisors with concrete, battle-tested strategies for turning complex challenges into successes and transforming the value they bring to clients. No advisor should traverse the new financial services landscape without it.” —Eric Clarke, CEO, Orion Advisor Services

“For over a decade I have watched Ron Carson lead an incredible business and live a life to the fullest. He has taken his 37 years of experience as one of the world’s top financial advisors and written an inspiring manual for success. Proven in the Trenches is a guide to be a better leader, build a stronger business, and live a more rewarding life.” —Mark Moses, Founding Partner, CEO Coaching International

“Ron has been an innovator for decades and deeply understands the future of wealth management. Proven in the Trenches is a fantastic guide for advisors seeking greater levels of success.” —John Furey, Managing Partner, Advisor Growth Strategies

“Ron Carson is a leader among financial advisors, and his latest book is yet another example of why. The changing needs and concerns of the American investor drive the most important advancements in our profession; this book is designed to help you always be their trusted source for financial advice.” —Adam Antoniades, CEO, Cetera Financial Group

“Ron is an industry visionary other advisors look to for perspective and future-forward thinking. Insightful and practical, Proven in the Trenches is a must-read guide to building a successful and scalable advisory business.” —Tom Nally, President, TD Ameritrade Institutional

From the Publisher