Recommended Books from New Client Acquisition - Lessons Learned, Best Practices, and a Look Ahead

Authors: Richard H. Thaler, Cass R. Sunstein

From the publisher, Yale University Press: "Since the original publication of Nudge more than a decade ago, the word “nudge” has entered the vocabulary of businesspeople, policymakers, engaged citizens, and consumers everywhere. The book has given rise to more than 200 “nudge units” in governments around the world and countless groups of behavioral scientists in every part of the economy. It has taught us how to use thoughtful “choice architecture”—a concept the authors invented—to help us make better decisions for ourselves, our families, and our society."
 

Author: Rory Sutherland

From the publisher, HarperCollins: "Sutherland, the legendary Vice Chairman of Ogilvy, uses his decades of experience to dissect human spending behavior in an insanely entertaining way. Alchemy combines scientific research with hilarious stories and case studies of campaigns for AmEx, Microsoft and the like. This is a must-read." —Entrepreneur ("Best Books of the Year")

Authors: Russ Allen Prince, John Bowen Jr.

From the publisher, CEG: "The dramatic rise in recent years in the number of wealthy people and the amount of wealth they control has created unprecedented opportunities for you to significantly boost your assets under management—along with your personal income—provided you can attract and serve these wealthy individuals.Our latest book, The Wealthy Client Pipeline, sets out the proven process for doing exactly that—and lays out a plan to take advantage of those golden opportunities."

Authors: Russ Allen Prince, John Bowen Jr.

From the publisher, CEG: "You will have a simple, elegant wealth management business that serves your clients extremely well, makes you indispensable to the right affluent clients and improves the quality of life for you and your team. With this, you will have the ability to join the ranks of elite wealth managers—those earning $1 million or more in net income each year."

Author: Donald Miller

From the publisher, HarperCollins: "New York Times best-selling author Donald Miller uses the seven universal elements of powerful stories to teach listeners how to dramatically improve how they connect with customers and grow their businesses."

Author: Morgan Hausel

From the publisher: "Doing well with money isn’t necessarily about what you know. It’s about how you behave. And behavior is hard to teach, even to really smart people. Money—investing, personal finance, and business decisions—is typically taught as a math-based field, where data and formulas tell us exactly what to do. But in the real world people don’t make financial decisions on a spreadsheet. They make them at the dinner table, or in a meeting room, where personal history, your own unique view of the world, ego, pride, marketing, and odd incentives are scrambled together. In The Psychology of Money, award-winning author Morgan Housel shares 19 short stories exploring the strange ways people think about money and teaches you how to make better sense of one of life’s most important topics."

Author: Bill Cates

"While referrals are important, they’re not the endgame. Beyond Referrals helps you turn referrals into introductions, appointments, and sales–showing you how to turn referrals into introductions to the prospects who are eager to hear from you. Then, you’ll learn proven ways to convert a high percentage of prospects into high-value clients."

Author: Bill Cates

"It’s not just in your head. The ubiquity of technology in today's society is leaving your prospects more exposed than ever, causing them to experience marketing message overload. Their brains are being bombarded and pulled in too many directions. To protect themselves, they've become conditioned to filter out any irrelevant messages, making it nearly impossible to break through and form a meaningful connection."

Author: Charles D. Ellis

From the publisher, McGraw Hill: 

"Candid, short, and super easy to read, Winning the Loser’s Game walks you through the process of developing and implementing a powerful investing strategy that generates solid profits year after year. In this eagerly awaited new edition, Charles D. Ellis applies the expertise developed over his long, illustrious career."

Author: Alan Parisse

"In Questions Great Financial Advisors Ask…and Investors Need to Know, coauthors Alan Parisse and David Richman have compiled the questions great advisors ask that lead to the probing and personal conversations necessary to diagnose and understand clients'—and potential clients'—deep-seated feelings about money. That’s how great advisors help clients wring the emotion out of investing and set them on the rational road to achieving their financial goals."

Author: Adele Faber

"This bestselling classic by internationally acclaimed experts on communication between parents and children includes fresh insights and suggestions, as well as the author’s time-tested methods to solve common problems and build foundations for lasting relationships."