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
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
About the Author
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.