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"For
those who aspire to succeed in an industry as
dynamic and competitive as ours, the insight gained
by reading this book has never been more important
or more valuable."
Danny Ludeman CEO,
Wachovia Securities
"A
great read! The Winner's Circle is a comprehensive
view of how America's top financial advisors win
and serve clients, and constantly raise the bar
of excellence."
Jamie Price President,
Prudential Securities
"A
compelling look at how the industry's most successful
financial advisors climbed their way to the top...If
you're striving for excellence in any business,
if you're an investor reading for pleasure or
if you're looking for wealth-management ideas,
you should read this book."
Jim Brinkley President,
Legg Mason
"Shook
superbly captures-and draws insights from-the
best financial advisors in the business...a must
read for financial advisors."
Jim Cannon President
Sentra Spelman and SunAmerica Securities
"R.
J. Shook's narrative of how 30 successful financial
advisors developed their business and appealed
to their customers is a well-written and extremely
interesting saga."
Gilbert Harrison Chairman,
Financo
"Invaluable
information...a swift and exhilarating read."
Bernie Madoff Chairman,
Bernard L. Madoff Investment Securities
"Robert
Shook has written a book every financial advisor
should read, perhaps several times…"
Bill Good Chairman,
Bill Good Marketing, Inc.
"The
Winner's Circle proves the American dream is alive
and well…a gold mine of secrets for professional
success."
Britt Beemer Chairman,
America's Research Group
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The Winner's Circle II
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Information
about
The Winner's Circle
Recent
history has illustrated the most dynamic bull
market in history, a dramatic bear market, the
Internet revolution, and war. How have the best
financial advisors in the business managed to
prepare-and outsmart-others in this highly competitive
industry? What sets them apart from the vast majority
of Wall Street professionals? Most importantly,
what lessons can individuals learn from these
exceptional advisors?
R.J.
Shook helps answer these questions with the newest
volume in his acclaimed Winner's Circle series.
Through this series of books, the most widely
read of its kind, Shook provides insightful profiles
of today's most successful financial advisors.
Revealed are investing techniques, wealth management
strategies, trading advice, tips for establishing
life-long client relationships, creating world-class
teams, building a business from scratch.
With
this valuable book, readers have access to a behind-the-scenes
look at the work of 30 superior financial advisors,
such as Martin D. Shafiroff of Lehman Brothers
Inc., Alan Jusko of Prudential Securities, Ace
Greenberg of Bear Stearns, and August Cenname
of Merrill Lynch. Based on intimate interviews,
this provocative book exposes the personalities
and fast-paced lives of 30 of the industry's finest,
and tracks their rise to the top. You'll feel
like you know these luminaries personally as you
hear them, in their own words, divulge the factors
behind their successes:
- Breaking
into the business and building a reputation
from scratch.
- Effectively
differentiating themselves from their competitors.
- Building
loyalty by indulging their clients with exceptional
service.
- Developing
proprietary investing strategies, many of which
shared for the first time in this book.
- Establishing
effective strategies related to wealth management
and personal investing.
- Time-tested
investment philosophies that have proven effective
in volatile markets.
- Specialized
sales techniques, totaling 30 unique marketing
styles in all.
- Balance
work and life, demystifying the belief that
you have to be a workaholic to shine in the
securities industry.
- Attribute
community work as a key to their startling success.
Witness
a day in the life of each of these top professionals.
Experience their many successes, whether it's
spending time with the family, wining the Microsoft
corporate account, meeting with high-powered clients,
managing billions of dollars, earning the business
of professional athletes and celebrities, and
networking on the golf course. Also told are the
failures they exhibited as they struggled their
way to the top.
If
you're an investor, you won't be able to resist
rating your own financial advisor against these
topflight performers. Or, if you invest for yourself,
see how the best in the business manage money.
Whether you're a beginning or seasoned financial
advisor, or considering getting into the business,
you'll be captivated by tales of challenging prospects,
tough clients, and candid talk about portfolio
performance. You'll learn new ideas from the best
in the business that can dramatically improve
your business.
Pick
up valuable advice about how to increase your
selling power and stretch your maximum potential.
And choose from these financial advisors' different
styles the one that works best for you. You'll
be thoroughly inspired by these Wall Street leaders.
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The Winner's Circle II
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From
the Publisher
A
best-seller in its category, The Winner's Circle
series explains how the crème de la crème of the
securities world got where they are-in a first-time-ever
inside look at how they work and play. You'll
enjoy intimate portraits of these and other talented,
remarkable individuals. Alan "Ace" Greenberg of
Bear Stearns-reputed to be the best trader in
the business, his clientele includes Donald Trump
and the biggest corporate raiders in the world.
Marvin "the Wiz" McIntyre of Legg Mason-developed
a brand unlike any other in the industry. He shares
his secrets, including how his team manages billions
of dollars, and opens over 100 accounts a month.
Andrew Lanyi of CIBC Oppenheimer-brings lessons
from escaping the Nazis to the securities industry:
"If you believe in your heart that you're doing
the right thing, don't let anything stop you…"
August Cenname of Merrill Lynch-senior partner
of the "Dream Team." "We build solid, lifelong
relationships…we build dreams." Deborah Frazier
of Merrill Lynch-Most people become successful,
then give back to the community; she has become
successful by giving back to the community. Martin
D. Shafiroff of Lehman Brothers-The nation's top-producing
financial advisor for more than a decade has become
legendary... ...not to mention unforgettable war
stories, potent selling strategies, and unbeatable
investment know-how-all from the top producers
in the financial industry.
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The Winner's Circle II
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Contents
of Book
Since
I've written the first two Winner's Circle
books, I've had the opportunity to speak at hundreds
of industry engagements, ranging from training
classes and incentive trips to seminars and conferences.
After talking individually to thousands of brokers,
I decided to change the format of my third edition
of The Winner's Circle. First, instead
of ten, I profiled 30 financial advisors in order
to provide broader perspectives. Second, I segmented
the book thematically by dividing the book into
14 sections, with each financial advisor profiled
in at least one chapter within one or more sections.
Hence, each individual appears in a section that
best represents his or her strengths. The obvious
benefit of organizing the book in this format
is that a reader who is interested in becoming
more involved in his or her community, for example,
will find Deborah Frazier's approach to building
a book of business to be of particular interest.
This Merrill broker began her career by educating
and offering financial advice to lower-income
families and church groups. Proving Greenberg's
theory, in what seems to defy logic, Frazier became
successful by giving to the community first. Following
are The Winner's Circle sections.
- Team
building
- Building
a fee-based business
- Prospecting
and Marketing
- Wealth
Management
- Going
Independent
- Building
Relationships and Loyalty
- Customer
Service
- Building
a Billion Dollar Book
- Getting
to the Next Level
- Investment
Philosophies
- Differentiation
- Corporate
Plan Business
- Community
Involvement
- Building
a Brand
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