The Winner's Circle IV
Profiles of the Best Financial Advisors in the Business (2004)

By R.J. Shook

• Introduction
• Information about Book
• Criteria for Financial Advisors
• Nominate a Financial Advisor for the Next Book
• Contact R.J. / Info about R.J.

Introduction

The Winner's Circle spotlights the best financial advisors (FAs) in the business--each of whom represent the highest levels of ethical standards, professionalism and success in the business. Upon completion, this will be the author's ninth book, and the fourth in The Winner's Circle series.

Progress is strong thus far as dozens of securities firms are actively involved.

Summary of Book

The Winner's Circle is a book about best practices. The Winner's Circle is informative, interesting, inspirational and full of anecdotes. The book is a model for new FAs entering the business, while existing FAs will strive to emulate the high standards and success patterns that The Winner's Circle FAs share with their readers. FAs will also glean insights into how these top achievers are positioning their businesses for the future. Based on intimate interviews of the top FAs, and brief profiles of the top 100 financial advisors, this inspiring book shares the secrets of these top performers, the pitfalls they experienced along the way, and the directions they're taking their businesses in this constantly-evolving industry.

The Winner's Circle IV will be filled with anecdotes, intertwining scores of compelling stories with the business lessons presented by these luminaries.

The Winner's 100 List

This volume of The Winner's Circle presents the industry's first-ever quantitative and qualitative FA ranking system (see Nominations and Selection Criteria below). The industry's top 100 FAs (The Winner's 100) each will be briefly profiled in the book. This forthcoming list is already being syndicated for future use in national magazine and newspaper publications, beginning with a portion of the list in a major trade magazine.

The FAs spotlighted in individual chapters will be selected from the Winner's 100 list that haven't been profiled in past Winner's Circle books. Chapters will be segmented thematically by dividing the book into sections, with each FA profiled in at least one chapter within one or more sections. Hence, each individual appears in a section that best represents his or her strengths.

Following are The Winner's Circle (tentative) sections.

• Team Building
• Prospecting and Marketing
• Wealth Management
• Building Relationships and Loyalty
• Providing Superior Advice
• Customer Service
• Getting to the Next Level
• Business Processes
• Building a Brand/Differentiation
• Building a Fee-Based Business
• Corporate Services
• Community Involvement

Brokerage Firm Involvement

R.J. and his team work very closely with each securities firm, from the nomination and interview process through the publishing process. As a rule, nothing is published until the FA, and thus their firm, gives final approval. Same goes for all publicity-whether it's in-person appearances (seminars, book signings, etc.), print, radio, TV or electronic.

Nominations and Selection Criteria

Since the FAs in The Winner's Circle represent each firm's "cream of the crop," and may represent their respective firm accordingly in the press and otherwise, each firm participates in the selection of their FAs according to The Winner's Circle criteria. In the interests of promoting best practices within the industry and serving the investing public, Firms are encouraged to nominate Financial Advisors that have proven to best serve their clients' needs with the highest levels of integrity and client focus. Services may include; effecting disciplined asset allocation models and providing services that cater toward individuals' broad financial planning needs. Beyond each Firm's selection based on client focus, measurable assessments include the following criteria:

Acceptable compliance and legal records. Only FAs with the highest ethical standards and integrity are considered. Leeway for pending actions or minor disputes is given by the FA's firm. (Weighting: affirmative or denial)

Client Satisfaction. As determined by the FA's firm (with input from Branch Manager and Client-Satisfaction reports) and random client interviews. (Weighting: )

Consistently high production numbers. Gross commission levels for non-institutional accounts over the past three years (through May 2002) are considered. For partnerships, FAs will be considered on their percent ownership of revenue. (Criterion weighting: )

Assets under management. Assets that the FA has under management at his or her firm (as of May 2002) will be considered, with consideration given to assets not held at his/her firm. (Criterion weighting: )

Community involvement. Based on previous Winner's Circle evaluations, it is almost a given that these top achievers are involved in their communities and the industry, most of them active role models. FAs are assigned a rating of 1-10 for community involvement. (Criterion weighting: )

(Mathematically, each FA is indexed against the FA with the highest production and the FA with the highest asset levels; weightings are then assigned. The weighted scores for community involvement is added. These scores are then tallied for each FA, ranking him or her against his/her peers.)

This latest approach, with a more scientific process and further involvement from my panel of advisors, will help to safeguard against unintentionally limelighting a rogue FA or positioning an undeserving or unsuitable FA as a role model in the securities industry.

Distribution/Market

As proven with previous Shook books, The Winner's Circle will be widely distributed in bookstores across the country and the Internet, and used as a standard guide for all new and established FAs seeking valuable insights from the best in the business. Other professionals interested in The Winner's Circle include salespeople in other fields, such as real estate and insurance, and entrepreneurs. The book appeals to the general public who may be interested in: reading about successful people; seeking to learn more about investing; looking for a new FA; comparing his or her FAs to those who set the standards. The book is certain to bring FAs in the book many benefits (FAs in previous Winner's Circle books all reported dramatic increases in production, higher retention rates and high prospect-closing ratios), and they will be hereafter recognized as one of the greatest in the business. They will also serve as excellent role models for others in the industry.

Acclaim for The Winner's Circle III "Shook captures the essence of the industry's best practices and offers comprehensive insight into how to attract the 'right' clients and build lifelong relationships...This book is a winner!" Wick Simmons     CEO, The Nasdaq Stock Market "These winners have an undefatigable commitment to the financial well-being of the people they serve. They know that wealth management is a complex process and they approach it comprehensively. Even more importantly, they're driven by the highest ethical standards: the clients' interests always come first. Hats off to Shook for a practical exposition of best practices in this industry." Stan O'Neal, President and Chief Operating Officer, Merrill Lynch & Co., Inc. "The book is a terrific series of snapshots that capture the many ways financial advisors excel. When all is said and done those who succeed have focused on building good relationships with clients, listened to their unique wants and needs, and provided sound wealth management solutions." Mark B. Sutton,  President, UBS PaineWebber - Private Client Group "For those who aspire to succeed in an industry as dynamic and competitive as ours, the insight gained by reading this book has never been more important or more valuable." Danny Ludeman     CEO, Wachovia Securities "A great read! The Winner's Circle is a comprehensive view of how America's top financial advisors win and serve clients, and constantly raise the bar of excellence." Jamie Price     President, Prudential Securities "A compelling look at how the industry's most successful financial advisors climbed their way to the top...If you're striving for excellence in any business, if you're an investor reading for pleasure or if you're looking for wealth-management ideas, you should read this book." Jim Brinkley     President, Legg Mason "Shook superbly captures-and draws insights from-the best financial advisors in the business...a must read for financial advisors." Jim Cannon     President Sentra Spelman and SunAmerica Securities "R. J. Shook's narrative of how 30 successful financial advisors developed their business and appealed to their customers is a well-written and extremely interesting saga." Gilbert Harrison     Chairman, Financo

Click here to enlarge Click here to enlarge The Winner's Circle II: How Ten Stockbrokers Became the Best in the Business By R.J. Shook Foreword by Wick Simmons

"Invaluable information...a swift and exhilarating read." Bernie Madoff     Chairman, Bernard L. Madoff Investment Securities "Robert Shook has written a book every financial advisor should read, perhaps several times…" Bill Good     Chairman, Bill Good Marketing, Inc. "The Winner's Circle proves the American dream is alive and well…a gold mine of secrets for professional success." Britt Beemer     Chairman, America's Research Group