Andy Marshall is the author of over 200 practice management articles and one of the most widely shared and read contributors to several influential journals.
Apart from his many qualifications in the field of finance and financial advice, he is also a student of Behavioral Studies. He has delivered over 50 adviser facing presentations dealing with technical skills and the psychology of client engagement.
He is very qualified to write on the topic of client engagement. If you are an adviser looking for a new vision; this book will deliver.
The author sets out the reasons for the lack of client engagement and explains why this has occurred in the past. He then takes the adviser on a journey as to how all this can be changed. He describes how a modern adviser can connect with their clients.
It seems that while advisers can use all their skills to deliver the perfect statement of advice, the client sits there in a state of inertia, unable to grasp the concepts and move forward with the recommendations.
Much of this inertia is contributed to a lack of basic financial literacy skills. Until the adviser can address this issue, clients are unlikely to meaningfully engage with their adviser.
The book describes the well-established 6-steps of financial advice and then explains why these steps are failing both the adviser and the client. Andy introduces a new set of 6-steps and explains why they are successful:
Apart from Andy’s valuable insights into the financial services industry, he is supported by a group of well-respected authorities who have all provided supplementary reading at the end of each chapter.
My favorite quote is:
Your mind set has to change first, the rest is easy! Go on …be awesome!
Andy Marshall writes in a very clear style which I believe give all advisers many though provoking ideas. In the current uncertain times, the adviser needs to be challenged.
Advisers who take up these new challenges are likely to rewarded with more client recommendations and more client engagement.
I would recommend this book to all financial advisers.
Glenis Phillips SF FIN – Good Financial Reads