The Excellent Investment Advisor

Great read

I'm in the Financial Services industry, and I've read about 30-40 books in my career on all topics: selling, marketing, etc. Many are too broad-based, and don't get into the details of financial services/investments in particular.Nick Murray does - period. This is the one I keep coming back to, reading it over and over again to pick up different ideas with each reading, and to solidify those already in my memory. I have often found myself using quotes and ideas from this book as though they were mine. My clients absolutely love (and very often agree) with the logic depicted in this incredible book. "Incredible" because it hits home on just about every issue someone in financial services would be concerned with: prospecting, trust, building and maintaining relationships, and, most important, the proper perspective on the markets and the long-term goals of your clients. Unfortunately, there's not enough space here to go into all the details, but I'll sum up by saying that, having found this book three years ago, I'll never need another on the subject. This book lives in my briefcase, and is highlighted and marked up throughout. A gem.

This is the best book I've ever read on how to run an investment advisory firm. Nick Murray is almost a "philosopher" in the financial advisory industry. His focus is the client and he helps keep advisors focused on what's really important. Namely, client expectations & the sometimes peculiar investment actions clients try to take at the "wrong" times (like selling quality investments because the markets decided to go down for a time).

This book should be kept in a glass case that should read: "Break glass when you need inspiraton and motivation". This is a book for any financial advisor no matter how long you have been in the business. It captures the most important part of the business, prospecting and servicing and keeping existing clients. Nick murray also does a fantastic job of explaning why advisors should move to a resudial business. My production went up 50% in a year after reading this book. I have now read it 5 times and I learn something new each time. A must have for enjoyment and a reference manual.

This is a WONDERFUL book! The pages radiate these themes: care about your clients and their families, always do the right thing, build your investment business on relationships, not transactions, what is important is time in the market rather than timing the market, believe in what you recommend, your most important product is yourself (ie, your concern and integrity), people don't care what you know until they know that you care, etc. This book should be required reading for all people starting out in the investment business. It is not only a "how to" book, but also a much needed book on ethics by a well respected financial journalist. Many, many brokers and financial planners have profited greatly from Nick Murray's magazine columns, and his earlier books, "Serious Money: The Art of Marketing Mutual Funds" and "Gathering Assets". This newest work is his best yet. It clearly points financial consultants toward fee based rather than comm! ission based business as the "wave" of the future. Reading this book is like listening to a wise mentor. Buy two copies; one for yourself and one for a new colleague!