Advising on advisor book picks3 titles to add to your advisor summer reading list


Nathan Harness, CFP®, Ph.D.

The dog days of summer can be a time to recharge and reconsider ways to improve your practice and your approach to clients. This year of social distancing presents an opportunity to check out some good books geared toward advisors. Here are three titles I’ve found helpful.

Advice That Sticks: How to give financial advice that people will follow

Author: Dr. Moira Somers

The greatest financial plan in the world is not worth a cent if a client does not take action. So how do you give advice people will follow? Neuropsychologist Dr. Moira Somers uses her extensive clinical and consulting experience along with research findings to examine the five main factors that determine whether a client will follow through on financial advice. Advice That Sticks is a practical and funny read that helps provide a deeper understanding of the communication and environmental factors that can enhance implementation and increase clients’ amenability to financial advice.

Scripts: What to say and how to say it

Author: Nick Murray

The old saying, “It's not what you say, it's how you say it,” could not be more true. With more ways to communicate than ever before using technologies that are constantly changing, it’s important that we know what to say and how best to say it to clients. Scripts is a collection of wisdom from more than 50 years of experience. In addition to sharing insights on common questions, Nick Murray provides a methodology for communication and how to maintain consistency in the principles of financial truths. This collection includes scripts from Murray’s previous works along with new and refreshed content, making this a complete and solid anthology.

Principles: Life and Work

Author: Ray Dalio

The workplace has seen big changes in the past several years, but it has changed dramatically in the past few months. Organizations are striving more than ever to create an empowering culture of trust, transparency, and value. Ray Dalio shares the lessons he has learned during his extraordinary career at Bridgewater Associates and breaks down the foundations of success that any organization or team can embody. Whether or not you lead a team, Principles offers a clear and creative approach to elevate trust and transparency to build strong teams.


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