If you’ve made a resolution to read more in 2013, congratulations. George Hartman, managing partner with Accretive Advisor Inc. in Toronto, says adopting a habit of reading every day can be profitable — both personally and professionally.
“I’m a big believer in setting aside some time each day for personal development and insight that can help your practice,” says Hartman, who writes regular book reviews for Investment Executive. “I would encourage advisors to take 30 minutes at some point in the day to work through a good book.”
Hartman recommends the following books as a good start to your 2013 reading list:
> Your client’s story: Know your clients and the rest will follow
By Scott West and Mitch Anthony
Kaplan Publishing
Hartman’s take: “It is a great book for the time because the issue is that a lot of consumers have reduced the advisor’s role and advice to commodity status. This book really does a great job of helping show advisors how to build their story.”
> Small message, big impact: How to put the power of the elevator speech effect to work for you
By Terri Sjodin
Greenleaf Book Group
As the title indicates, this book looks at the topic of the “elevator speech” and shows how you can define your value proposition in a precise manner.
Hartman’s Take: “I like it because it has lots of little bite-size chunks that you can test; then read more, and test again.”
> Tested in the trenches: A nine step plan for building and sustaining a million-dollar financial services practice
By Ron Carson and Steve Sanduski
Kaplan Publishing
Advisors looking to distinguish themselves from the pack should look at the softer side of their businesses — branding, relationship building and better service — as the keys to success, and not necessarily product-focused solutions.
Hartman’s take: “Clients respond most to emotional appeal: things like peace of mind, confidence and security. It’s something the client can reflect on based on his or her own situation.”
> Flash foresight: How to see the invisible and do the impossible
By Daniel Burrus
HarperBusiness
While you don’t have a crystal ball, Flash Foresight identifies “flash triggers” that could change your life or career.
Hartman’s take: “It is a bit outside the industry but it is a must-read.”
> Stop asking for referrals: A revolutionary new strategy for building a financial service business that sells itself
by Stephen Wershing
McGraw-Hill
Hartman’s take: “The title pretty much says it all.”