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Winning Clients in a Wired World 4213 P-00-FM 3/10/04 8:51 AM Page i WINNING CLIENTS IN A WIRED WORLD Seven Strategies for Growing Your Business Using Technology and the Web Kip Gregory WILEY John Wiley & Sons, Inc. 4213 P-00-FM 3/10/04 8:51 AM Page iv 4213 P-00-FM 3/10/04 8:51 AM Page A Praise for Winning Clients in a Wired World Visit www.winningclientsinawiredworld.com to read what others are saying. Don’t believe the title! This book doesn’t include seven strategies; it’s more like seven hun- dred! I loved it and it’s now required reading for everyone in our firm. HAROLD EVENSKY Chairman, Evensky, Brown & Katz Author of Wealth Management Kip Gregory does a remarkable job of showing how technology, instead of creating another headache, can free advisors for their real job—serving clients. EVAN COOPER Editor-in-Chief, On Wall Street magazine One of the greatest challenges business leaders face today is figuring out how to effectively drive productivity and increase profitability. Gregory provides practical and actionable advice that any company, large or small, can immediately use to better compete and win in their marketplace. TIMOTHY MCMAHON CEO, Adams, Harkness & Hill, Inc. The technology journey simplified and targeted to meet business goals. In today’s competi- tive environment, you need an information advantage; this book gives it to you! JYLANNE DUNNE Executive Vice President, Relationship Management, BISYS Winning Clients in a Wired World is packed with valuable business and sales management insights, woven together with practical uses of technology throughout. It’s a real winner! JAY HOOLEY Executive Vice President, State Street Corporation An excellent book you will find well worth your while! There are many useful techniques and activities that support the success formula: Revenue/Results = Activity × Effectiveness. I’m going to order it for my team and promote it in our workshops. PHILIP SIMENSEN Senior Vice President, Field Development, ING Advisors Network A great reference for any advisor who wants to take fuller advantage of today’s computer and Internet opportunities. RIC EDELMAN Chairman, Edelman Financial Services, Inc. Author of The Truth about Money 4213 P-00-FM 3/10/04 8:51 AM Page B This book is the only one of its kind I’ve ever seen for financial professionals. Piece by piece, it eliminates the ceiling of complexity most of us encounter when trying to make better use of technology. The chapter on communicating with clients alone is worth its weight in gold. Thanks, Kip, you’re going to make me look like a hero. WILLIAM GREEN Senior Vice President, Practice Development and Management, AXA Lots of books stress the importance of leveraging technology and the Internet to operate more efficiently; this one outlines exactly how to get tangible economic benefit from what you’ve already invested in. Any financial services professional who is serious about improving their productivity should read Winning Clients in a Wired World. JOHN HOWARD President, Prudential Select Brokerage Very few books get you talking to yourself, saying things like “Wow, I didn’t know that!” or “THAT will be extremely helpful.” This book is one of them. What makes it a must read for those of us in the financial services industry is that it’s written for us. It’s full of ideas for making our professional lives more manageable. CHARLES KITTREDGE Senior Vice President of Marketing, National Life Insurance Company I only wish I had read this book before I became a financial advisor; I could have saved thou- sands of hours of research and frustration. I would not hesitate to recommend that others buy it. It is invaluable! LEE PENCE Pence Financial Advisors/The Strategic Financial Alliance (SFA), Inc. This outstanding resource should be on every financial advisor’s desk. It provides hundreds of proven technology solutions that would take years of searching on your own to find. JOHN BOWEN Chairman, CEG Worldwide LLC Author of Creating Equity Kip’s book is a gift to the industry! Within minutes of picking it up, I was highlighting text, flagging pages, and implementing some very simple yet brilliant techniques. This is a must have resource for all advisors. Don’t be left behind. SHERYL GARRETT Founder, The Garrett Planning Network, Inc. Generating ideas is the easy part . moving them into action (execution) is the challenge. Kip tells you how structure and technology come to the rescue in getting that done. REBECCA WINGATE President, LifeMark Partners, Inc. 4213 P-00-FM 3/10/04 8:51 AM Page C My list of ideas to implement from this book is a page long. The sections on Web searching and disaster contingency planning could save you the price of the book one hundred times over! KIRK HULETT Senior Vice President, Strategy and Practice Management, Securities America, Inc. This is a cookbook of recipes for adding value to customer relationships. As a wholesaler, if you want to transcend the “product provider” role to become a partner who offers producers fresh ideas on growing and managing their business, learn and apply the strategies in these pages. LARRY CARR Senior Vice President, Travelers Life and Annuity This is a book filled with useful information. There is literally some idea or suggestion on every page that will save you time, help you serve your clients better, or help you build your business. NORMAN BOONE President, Boone Financial Advisors, Inc This must-read book for salespeople, relationship managers, and executives provides great step-by-step details on how to access and utilize software and Web sites to function more effectively. More importantly, it shows you how to couple those tools with proven manage- ment and leadership concepts to ensure success. GAIL LETTS Executive Vice President, SunTrust Bank Winning Clients in a Wired World is an antidote to computer frustration, spelling out simple, practical ideas for using the technology you own together with the Internet to find more time and more business. MYLES MORIN Vice President, Wealth Management Sales, Manulife Financial There is more help in these pages than any book I have ever read! I’m amazed at how much I did not know and could implement so quickly, and I have been using computers since 1981. I love it! BEN BALDWIN Author of The New Life Insurance Investment Advisor Kip Gregory tells you all you need to know to make better use of the Internet to serve your clients better, faster, and more efficiently. Kip’s tips will improve your practice and simplify your life. DON PHILIPS Managing Director, Morningstar, Inc. 4213 P-00-FM 3/10/04 8:51 AM Page D Want to build more value into your business and gain greater leverage from your people, tools, and processes? Study this book. Chapter by chapter, it lays out how you and your team can get more from computers and the Web . in accessible, easy-to-follow language. MARK TIBERGIEN Principal, Moss Adams LLP This book succinctly divulges the how-to of working smarter not harder. It’s become a major component in the process of taking my practice to the next level. RAYMOND CARTER Vice President, Investments, R. W. Baird & Co. Inc. In today’s rapidly changing business environment, effective use of technology is more criti- cal to success than it’s ever been. In Winning Clients in a Wired World, Kip Gregory puts technology’s power within your grasp—with tips and action steps you can implement imme- diately to strengthen your business. CHIP ROAME Managing Principal, Tiburon Strategic Advisors Looking to simplify your life, increase your earnings, and significantly increase your level of productivity? Read this book. Kip does a brilliant job in eliminating the trepidation advisors feel in utilizing technology. His tips are useful, practical, and easy to apply. KEITH GREGG First Vice President, Wachovia Financial Securities Network I’m implementing your strategies across the board in my practice and am certain that they will improve my effectiveness in marketing to higher net worth clients, communicating with existing clients and managing my business. TOM RICKS Sagemark Consulting Kip Gregory has taken the tenets of client-building skills to a new level. KAREN ALTFEST Co-Director, Investments Program, The New School Author of Keeping Clients for Life This remarkable book on how to build a financial services practice shows you, in bite size pieces, how to harness the power of technology and the Web to create meaningful relation- ships with your clients. Gift yourself a copy. LISBETH WILEY CHAPMAN Author of Get Media Smart! You can open this book to any page and get at least one good, quick idea to use immediately. Kip makes connections with the financial industry so that you forget you’re reading about 4213 P-00-FM 3/10/04 8:51 AM Page E “technology” and start thinking of ways to use your computer and the Web just like any other business resource-to produce. ELIZABETH KAVELARIS Senior Vice President, Manager of Baird University, R. W. Baird & Co. Winning Clients in a Wired World provides concise, easy-to-implement strategies for advi- sors and their teams looking to use technology more efficiently in growing their practices. Even those who are technologically challenged can benefit from its easy-to-follow format. JIM JESSEE Senior Vice President, Director of Dealer Relations, MFS Fund Distributors, Inc. A brilliant, hands-on instruction manual, packed with insight and business wisdom. Read a few pages, and you’re guaranteed to find exciting ideas you’ll want to explore and implement in your practice . some of the most exciting technology-based tips and ideas for financial services businesses I’ve seen.
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