The Growth Mindset: Leadership Makes a Difference in Wealth Management

PRAISE FOR THE GROWTH MINDSET

"From his many years as a successful financial advisor, manager and now an advisor to thousands of professionals, Rick Capozzi has evolved to become an ′oasis of knowledge′. In his book The Growth Mindset, he provides the direction required to succeed within this ever–changing financial services industry. I highly recommend his book for any successful wealth manager in order to stay ahead of what is inevitably coming. This book is your road map to success."
Joe Grano, Former Chairman and CEO, UBS

"I am often asked for advice on advice. What constitutes the best thinking or best ideas in helping others achieve their financial goals? Rick Capozzi has captured the best ideas on helping others achieve sustainable growth personally and professionally. Rick brings three decades of insights that will serve as a guide for the professional or the investor seeking to achieve financial freedom. The Growth Mindset will inspire you."
Mark Casady, Former CEO, LPL Financial

"This book is a must–read for every advisor and manager in the financial services industry who wants to seize the opportunity for growth in the rapidly changing environment. Rick is a student of the business and he has learned from some of the world′s best thinkers and leaders. This book summarizes how the best in our industry have transformed into a growth mindset!"
John Decker, Managing Director, Head of The Headquarters Branch, UBS

"Rick Capozzi is a leader who has been in the trenches delivering performance. Listen to him when he says that leadership is the key to controlling your own destiny and that of your clients in an ever changing world. This book is a must read not only for financial advisors but any aspiring leader working to climb the ladder of success!"
Mike Abrashoff, Former Commander USS Benfold, author of It′s Your Ship

Introduction

Acknowledgments

Part 1: Leadership Makes a Difference in Wealth Management

Chapter 1: Communicate Effectively to Move People to Action

Chapter 2: Create a Compelling Vision

Chapter 3: The Right Culture Is Nonnegotiable

Chapter 4: Leaders Collaborate Effectively

Chapter 5: Coaching Advisors to Grow the Business

Chapter 6: Credibility Is the Foundation

Chapter 7: Emotional Intelligence

Chapter 8: Managing Yourself and Taking Responsibility

Chapter 9: Recruiting and Retaining Top Talent

Chapter 10: Creating Outstanding Teams

Chapter 11: Have the Courage to Lead Change

Chapter 12: Leaders Are Grateful and Win Hearts and Minds

Part 1 Summary: Leaders with a Growth Mindset Grow

Part 2: Growing Your Wealth Management Business

Chapter 13: Define Your Business Model

Chapter 14: Business Development

Chapter 15: Exceptional Client Experience

Chapter 16: Discovery Meeting

Chapter 17: A Question of Value, Not Price

Chapter 18: You Are the Solution

Chapter 19: Getting Into Flow

Chapter 20: Change Is Difficult

Chapter 21: Investment Management

Part 2 Summary

Part 3: What Clients Really Want

Chapter 22: What s Your Number?

Chapter 23: The Good Life

Conclusion

Suggested Readings

About the Author

Index

RICK CAPOZZI is the president of Capozzi Advisory Group, LLC, a global consulting and training firm that specializes in growth strategies for wealth management businesses. His 34–year track record of success in senior leadership roles includes positions with some of the world′s top firms. At Morgan Stanley, Rick managed the revenue and asset growth of 8,000 advisors as national sales manager. As a regional president at Wells Fargo, he was responsible for over $30 billion in assets under management, and at Morgan Stanley he oversaw $35 billion as the regional director. In both cases, he turned these regions from virtually last in the country to first by applying sound principles, proven strategies, and smart tactics. As Merrill Lynch′s global head of business development, Rick helped the firm achieve record results. Rick has delivered over 1,200 inspirational keynotes throughout North America, Europe, the Middle East, and Asia.