From the Boiler Room to the Living Room

Author Mitch Anthony has been recognized as the voice of conscience for the financial services industry. For more than a decade, he has shown advisors how building authentic, genuine relationships can serve clients' best interests and build heathly—and financially successful—practices at the same time. In From the Boiler Room to the Living Room, Mitch examines where the financial services industry has failed in the past, and what it needs to do to restore trust at both the individual and industry levels. He teaches readers how to better understand the emotional significance of the money that clients entrust to their advisors and the struggles they face as they attempt to get "more life for their money." The book also discusses why venture philosophy, funding single moments, and rethinking one's purpose in life is more important to clients than net worth or asset allocation. Finally, it discusses how to develop dialogues that forge meaningful, long-term client connections—in other words, how to stop selling and start listening.

Foreword ix Acknowledgments xv Preface xvii Part I Industry Resoulutions 1 Chapter 1 If These Walls Could Talk 3 Chapter 2 Speedometers and Odometers 13 Chapter 3 The Warring Hand 21 Chapter 4 I’m a Numbers Guy 29 Chapter 5 A New Level of Integrity Beyond Disclosure 39 Chapter 6 A New Value Proposition 49 Chapter 7 A New Standard for Practice: Practicing World-Class Wealth Care 59 Chapter 8 The New Frontier: Getting to the Right Side of the Advisory Business 69 Part II Life Resoulutions 81 Chapter 9 Permanent Reference Points: How the Financial Blueprint is Formed 83 Chapter 10 How We Measure Money 91 Chapter 11 Spinning Out of Control 101 Chapter 12 Protecting Your Clients from Half fluence 111 Chapter 13 The End of Retirement as We Know It 121 Chapter 14 What Do Your Clients Want Their Money to Do? 133 Part III Dialogue Resoulutions 143 Chapter 15 The History Dialogue: Finding Your Clients’ Future in Their Past 145 Chapter 16 Goals Are Overrated 155 Chapter 17 Funding “Single Moments” 163 Chapter 18 The Parental Pension 171 Chapter 19 By the Side of the Road: Dealing with the Big “What If . . .” 179 Chapter 20 A 100 Percent Certainty 189 Chapter 21 The New Venture Philanthropy Dialogue 197 Bibliography 207 Index 211