Gathering Assets: The Best of Nick Murray

This is not just a sales book. It's about how to structure your business with truth and integrity, how to put your clients needs first, and how to have the guts to only do the kind of business that you really want to have. Murray nails one of the great truths of investing: most investors cannot reach their goals without investing mostly or entirely in stocks, and catering to their fears and helping them invest partially or completely in bonds can be viewed as a disservice to them. Murray suggests that if you cannot convince a prospective client of this fact, then they do not deserve you as an adviser. While I do not accept everything he says as gospel, I have been heavily influenced by his books and articles, and my investment advisory practice has thrived, even through the recent market decline. I continue to read his stuff whenever it comes out -- and you should too, if you're interested in building a business that will not only be profitable -- you will be proud to have it.

This book focuses on the client-needs approach of selling investments. It is a sales book that teaches how to use the right words to close the sale and teaches the registered representative why the "hot" investment is not always the "right" investment. Further, it teaches that the "right" investment is always the "right" sale.