Praise for Advisory Leadership
"Greg has been and continues to be a visionary in the financial advice industry. His forward–looking approach around technology positioned him and his firm as one of the best practices in the business. Now he is focused on communicating why a positive culture will help you achieve both growth and success. This is a must read for anyone currently in a leadership role and those who aspire to be."
Suzanne Siracuse, VP/Publisher, InvestmentNews
"Greg Friedman brings a unique perspective to the business of financial advice. Not only is he a successful advisor, but he is a successful business owner who has experienced most every phase in a financial advisory firm′s life cycle, from birth to growth to mergers and acquisitions, while at the same time building a leading technology company. He shares his learned wisdom in his current book. You would be wise to add it to your library."
Mark Tibergien, CEO & Managing Director, Pershing Advisor Solutions
"Technical competence is a given for practitioners but it will not benefit our clients if we don′t maintain a viable business. Greg, a nationally respected practitioner who has ′walked the walk,′ shares his extraordinary insights with us in Advisory Leadership. Think about it as a ′viable business insurance policy.′ Read it, heed it, and you and your clients will be well rewarded."
Harold Evensky, Chairman, Evensky & Katz/Foldes Financial
"Greg Friedman′s Advisory Leadership provides meaningful information on practice management and acquisition integration, yet I was most struck by its sense of purpose. Integrating why we do what we do with how we do it was refreshing, rewarding, and exciting."
Ross Levin, CFP®, Founding Principal and President, Accredited Investor Inc.
"Greg Friedman offers what may be the best book in the financial services space on how extraordinary leadership is the key to effective management, with a step–by–step guide on how to function as an extraordinary leader."
Bob Veres, Publisher, Inside Information newsletter
"If you′re not already an admirer of Greg Friedman, this book should make you one. His prescriptions for a happy, successful advisory firm are based on his own experiences and behavior. You owe it to yourself to pay attention. Forget culture wars. Greg Friedman shows you not tells you how to build a culture of peace that will make you and your employees happy and increase your entire team′s chances of business success."
James J. Green, Editor, Investment Advisor and ThinkAdvisor
Introduction: Understanding Heart Culture: Making the Change 1
Chapter 1: Patience: Taking Your Time to Find the Right People 5
Next Gen Employees: Changing Values, Changing Culture 9
Taking Your Time during the Hiring Process 10
Four Steps to Hiring the Right Candidate 12
Chapter 2: Honesty and Integrity: Speaking Openly and Walking the Walk 23
Overcommunicate Your Values and Philosophy 24
Considering Your Audience 28
The 55 ]38 ]7 Communication Formula 38
The Mehrabian Communication Model 38
What Is the Safe Space? 40
Resolving Conflict 42
Walking the Walk 43
Chapter 3: Compassion: Unlocking the Secret to a People–First Culture 47
Morale and Profitability 52
Differentiating Me Culture from Heart Culture 53
Chapter 4: Respect: Promoting Personal Growth, the Key to Inspiring Motivation 63
Helping Employees Explore What Motivates Them 68
Keeping Tabs 73
Chapter 5: Persistence and Consistency: Maintaining Employee Relationships 79
Choose the Right Management Team 81
Don t Wait for a Scheduled Meeting to Check In 82
Empower Individuals Regularly, Giving Them the Tools They Need to Succeed Delegate 85
Plan Regular Off ]Site Events for Team Building 87
Chapter 6: Encouragement: Rewarding Firm–Wide Collaboration and a Team Mentality 101
Reiterating Company Values 102
Creating Individual Opportunities 103
Rewarding Teamwork through the Compensation Structure 104
Keeping People Accountable Even Yourself 108
Holding a Biannual Retreat 112
Chapter 7: Courage: Reshaping Your Company s DNA to Establish Heart Culture 117
Assessing Your Team s Individual Strengths and Opportunities 123
Anticipating Growing Pains Lots of Them 126
Recognizing Culture Killers and How to Avoid Them 129
Rolling Up Your Sleeves and Getting Involved 135
Chapter 8: Implementing Heart Culture in Your Firm: Get Started Today, Not Tomorrow 141
About the Author 151
GREG FRIEDMAN, MS, CFP, is founder and president of Junxure, a practice improvement firm, and Private Ocean, one of the West Coast′s leading wealth management firms. He is a relentless innovator and advocate for excellent wealth manage–ment, which earned him recognition three times on Investment Advisor Magazine′s list of the Top 25 most influential financial advisors.