The Excellent Investment Advisor PDF
Preview The Excellent Investment Advisor
Murray Nick The Excellent Investment Advisor trust ''s landmark book. SeriousMoney: ArtofMarketingMutualFunds,wasthe all-timebest-selling book ontheinvestment salesprocess. SeriousMoneKvirtuallydefinedtheterms inwhichthefinancial services industry communicatedwith itsclients inthe 1990s. Now,tocarrytheincreasinglyfee-based investmentmarketing processintothe Twenty-FirstCentury,comes TheExcellent InvestmentAdvisor. Thisbook, like itsprede- cessor,will prove indispensableto every financial planner,stockbroker, life insurance agentand bank investmentrepresentative who genuinelywantsto risetothetop of the profession. TheExcellentInvestmentAdvisorgivesyou thethreecriticaltoolsyou needto achieve and maintain excellence. First, itenablesyouto discoverandtocodify yourown essential beliefsystem. "When I believe, I am believed," saysNick, and he helpsyouformulateyourown personal beliefssothatyouressential product becomesyourself: yourintegrity,yourpro- fessionalism, andyour unshakable (and infectious) optimism. Second,thisbook offersyou a step-by-step behaviorsystem. Thissystem can—andwill, ifyou let it—carryyoutothe95th percentile oftheindustry intermsofassetsunderman- agementand earned income. Andthissystem willgetyouthere withinthreeyears. Finally, TheExcellentInvestmentAdvisor givesyou a completeframeworkforendow- ing yourclients notonlywithfinancial independence, butwith mulitgenerational wealth,through a lifetimestrategyfor diversified investing in managed equities. Alongtheway,you'll learn howtofree CONTINUED ON BACK FLAP The Excellent investment Advisor The Excellent Investment Advisor by Nick Murray Also byNick Murray On Becoming AGreatWholesaler Copyright©1996 byNicholas Murray. Allrightsreserved. Bookdesign: Sisco&Evans, Ltd. Noportionofthisbookmaybeusedorreproducedin anymannerwhatsoeverwithoutwrittenpermission. Theinformationinthispubhcationdoesnotconsti- tutearecommendationforthepurchaseorsaleofany securities. Theauthorisnotengagedinrendering investmentadvisory,legaloraccountingservices. Ifsuchassistanceisrequired,seektheadviceof a professional. PrintedintheUnitedStatesofAmerica Librciryof CongressCatalogCardNimiber:96-095073 ISBN0-9655161-0-5 This book is dedicated with love, and laughter, and somethingverymuch like awe, my to daughter Karen Elizabeth Murray Sister Golden HairSurprise '^The onlywealth in this world " is children. MichaelCorleone, inFrancisFordCoppola'sfilm, TheGodfather,PartIII Table of Contents TwoWords vw Author'sPreface viii Foreword: The importance of whatwe do \ 1 Theghostof businessfuture andtheghostof businesspast 9 2 Places in the heartvs. places on some chart 33 3 From belief system to businessplan n 4 Masteringthe artofpainlessprospecting ss 5 N The sevensteps to discoveringyourpersonal 105 6 Trainingto win the ''Rejection Olympics" 127 7 Leveragingup lei 8 Planningforthefivegreatgoals of life 199
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