By The Advisor Coach
If you know anything about me, you know that I read… a lot. I try to read at least one book every two or three days, and the majority of my reading revolves around business, self-improvement, sales, and marketing.
As the host of the “Financial Advisor Marketing” podcast and founder of The Advisor Coach, financial advisors always ask me what I think are the best books for them, and sometimes I can’t seem to list enough books for them. There are just so many good reads out there. I’ve tried my best to put my favorites in this list. These are, in no particular order, the best books for financial advisors. They also contain affiliate links so if you end up getting anything, thank you!
1. Storyselling for Financial Advisors by Scott West and Mitch Anthony
I remember reading this book one afternoon and not being able to put it down. I always knew that stories are some of the most powerful marketing tools we have, but I always struggled using them to relate to financial services. This book has a ton of helpful tips and metaphors to help you break down complex topics for your clients. It’s easily one of the best books for financial advisors.
2. The Million-Dollar Financial Advisor by David J. Mullen Jr.
David J. Mullen actually has two books that I like – The Million-Dollar Financial Advisor and The Million-Dollar Financial Services Practice. I have both of them on Audible and listen to them about once a year. I learn something new every time I listen to them. One of the biggest breakthrough ideas I got from Mullen was the idea that, once you get to around 100 clients, you should consistently add to the top of your business and drop from the bottom.
I recommend Mullen’s books to my private consulting clients more often than not because they both give a big-picture view of what success in this business really takes.
3. Questions Great Financial Advisors Ask by Alan Parisse and David Richman
When I am coaching advisors on sales techniques, I stress the importance of asking great questions. When combined with excellent listening skills, great questions allow you to probe and find out your prospect/client’s true needs. This book will show you how to develop deep relationships with your clients. It contains several thought-provoking and revealing questions that are sure to help both new and veteran advisors alike.
4. Ineffective Habits of Financial Advisors by Steve Moore and Gary Brooks
Similar to Mullen’s books, this book stresses the importance of quality over quantity. I enjoyed it because it contains thoughts on business analysis, strategic vision, exceptional client service, and client acquisition. Yet, the book is written in an easy-to-read style that lays out ineffective habits and the disciplines required to get better results.
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