Author: Randy Schwantz, CEO, The Wedge Group
Recommended by: Andrew McNair, CEO of SWAN Capital
Basically, you are creating the value you add between the existing advisors that they haven't talked to in like three years, McNair says. You might have all these great ideas about how you can add value to a client, but if they don't end their current relationship, then you can't help them. [The book provides] a very systematic approach before you have to have that hard conversation.
He further adds, The hardest part is firing someone with whom you've worked with for 30 years. It's not that easy. So you have to explain [to the client] why this is a better decision for their financial future. Your exiting advisor isn't a bad guy, but he doesn't specialize this.