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The Advisor Playbook
- Regain Liberation and Order in Your Personal and Professional Life
- Narrated by: Duncan MacPherson, Chris Jeppesen
- Length: 9 hrs and 32 mins
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Publisher's Summary
Practice management is often misunderstood. The Advisor Playbook will take the mystery away.
Practice management is confused with marketing, or is limited to strategizing about branding, or simply equated to old-school salesmanship.
Practice management is how you build an organized toolbox of all your processes - branding, marketing, service activities, core functions - and constantly tune and keep that toolbox efficient and effortless. It's a network of interrelated skills, processes and strategies that build value in a business while making it manageable, scalable, and ensuring the owner runs the business and not the other way around.
Duncan MacPherson and Pareto Systems have been in the forefront of practice management in the realm of the professional advisor for a quarter-century. Chris Jeppesen of First Trust brings his own decades of professional knowledge to the table. The processes in The Advisor Playbook have grown over those years, through constant refinement and improvement. They'll help you to perform that same refinement and improvement on your business, and regain liberation and order in your personal and professional life.
As you progress through the book, you'll realize that each process is implemented in synergy with every other. Referrals are influenced by your service, which is influenced by your process, which is influenced by your philosophy, which is influenced by your ideal client definition, life and business goals. Nothing exists in a vacuum, and everything is, in the end, focused on a single unwavering goal: To build real, advocate relationships with your ideal clients that will generate both growth through referrals and the capacity for that growth.
The Advisor Playbook will guide you to an actionable plan and process that makes going to work a positive experience, and a positive investment.
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What listeners say about The Advisor Playbook
Average Customer RatingsReviews - Please select the tabs below to change the source of reviews.
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Overall
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Performance
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Story
- JF
- 08-06-18
Great Book
This book really is the playbook advisors need. I got many great ideas, and each idea is actionable, not just a vague notion. My business is in the process of being transformed, and many of the improvements have come directly or indirectly from ideas in this book.
3 people found this helpful
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Overall
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Performance
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Story
- Justin Price
- 12-20-17
Great Material
How could the performance have been better?
The material is phenomenal. The audiobook has portions that literally sound like they were recorded on an iPhone - in a bathroom. Only some sections are that way, though. Once you get past it, the content is great!
2 people found this helpful
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Overall
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Performance
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Story
- MattB5
- 11-02-21
Content is great, sound recording horrible
The content is great if you want to have a top tier financial advising business. Some of it was a little repetitive and probably could have been compressed a little.
But the recording quality was all over the place. It was very distracting. One chapter sounds okay, the next one sounds like it was recorded in a bathroom stall and you can hear pages turning and has edits that weren't edited out. Very unprofessional for such professional subject matter.
1 person found this helpful
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Overall
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Performance
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Story
- Ryan P Forster
- 12-01-20
Every Advisor should read
Great advisors are always moving forward and becoming better. The advisor playbook has so many things we all do or all think we do and reaffirms the importance of fundamental business activities. Then it goes beyond to differentiate and has more sound bites and relevant ways to relate to clients. I picked up a lot from the book and re-read it regularly.
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Overall
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Performance
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Story
- Hemant Sachdev
- 10-12-20
Some great nuggets in here
Having been in the Financial Advisory business for almost 30 years, I am still looking to continually improve myself and my practice.
Thus book reinforced some of the concepts we were already implementing and gave some real nuggets that I have incorporated in my practice already.
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Overall
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Performance
- William Torgerson
- 01-17-20
Actionable advice presented simply
filled with actionable advice, strategies, and creative ideas. can be used for any entrepreneur or Advisor looking to build or improve their firm.
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Overall
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Performance
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Story

- Kindle Customer
- 10-07-18
Simply brilliant, simple & effective concepts
Focuses on the idea of building a relationship vs making a sale. Value what's important to a client and they will value you. A book I will be going over many more times
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By: Matthew Jarvis
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The Million-Dollar Financial Services Practice
- A Proven System for Becoming a Top Producer
- By: David J. Mullen Jr.
- Narrated by: Kevin Stillwell
- Length: 12 hrs and 29 mins
- Unabridged
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In The Million-Dollar Financial Services Practice, author David J. Mullen, Jr., reveals how to become a top-producing financial advisor using the method he has taught at Merrill Lynch and is famous for in the industry. This comprehensive book combines marketing, prospecting, sales, and time-management techniques into a system that will help listeners build a successful and lucrative practice. Containing templates, scripts, letters, and 15 tried-and-true Market Action Plans, this indispensable guide shows listeners how to take their financial services practice to the million-dollar level and beyond.
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Good Producer Book
- By ABR2 on 06-04-16
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The Blue Square Method
- The Mindset and Best-Practices of Top Fee-For-Service Professionals
- By: Duncan MacPherson, Chris Jeppesen
- Narrated by: Duncan MacPherson
- Length: 12 hrs and 39 mins
- Unabridged
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Overall
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Performance
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The Blue Square Method is a philosophy and process for the enlightened fee-for-service professional who is striving to grow on their own terms. Panoramic success requires continual refinement and optimization both personally and professionally. This actionable playbook is designed to put you on a predictable trajectory and ensure you never plateau.
By: Duncan MacPherson, and others
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Best Practices of Elite Advisors
- By: Matt Oechsli, Stephen Boswell
- Narrated by: David Moran
- Length: 4 hrs
- Unabridged
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Overall
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The quickest way for a financial advisor to become an elite advisor is to model the Best Practices of Elite Advisors. This book is designed to serve that purpose; a road map for replicating the actions of the industry's elite. In a way, this book will serve as your surrogate role model. Why is this necessary, you might ask? Because top producers of yesteryear are not necessarily role models for acquiring and developing loyal affluent clients today.
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Great simple guide
- By Richard Popp on 03-29-17
By: Matt Oechsli, and others
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The Trusted Advisor
- 20th Anniversary Edition
- By: David H. Maister, Robert M. Galford, Charles H. Green
- Narrated by: BJ Harrison
- Length: 10 hrs and 38 mins
- Unabridged
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In today's fast-paced networked economy, professionals must work harder than ever to maintain and improve their business skills and knowledge. But technical mastery of one's discipline is not enough, assert professional advisors David H. Maister, Charles H. Green, and Robert M. Galford. The key to professional success, they argue, is the ability to earn the trust and confidence of clients. In this 20th anniversary edition, Maister, Green, and Galford enrich our understanding of today's society and illustrate how to be effective communicators in a digital world.
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Where’s the PDF?
- By Ken Fridley on 07-05-21
By: David H. Maister, and others
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The Art of Selling to the Affluent
- How to Attract, Service, and Retain Wealthy Customers and Clients for Life, 2nd Edition
- By: Matt Oechsli
- Narrated by: Joe Bronzi
- Length: 6 hrs and 19 mins
- Unabridged
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The Art of Selling to the Affluent, 2nd Edition offers a detailed landscape of today's affluent. Put yourself ahead of the competition by knowing how the recession has affected purchasing behavior and where the opportunities are moving forward.
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Well written and helpful
- By Bryce McNabb on 01-27-23
By: Matt Oechsli
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Rattiner’s Secrets of Financial Planning
- From Running Your Practice to Optimizing Your Client's Experience
- By: Jeffrey H. Rattiner
- Narrated by: Gary Tiedemann
- Length: 14 hrs and 17 mins
- Unabridged
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Financial planning involves everything from determining the client's financial position, cash flow, and investment strategies, to income tax planning, risk management, insurance, and retirement and estate planning. Financial planners and advisors are responsible for recommendations and decisions that help people define and achieve their financial goals. Rattiner's Secrets of Financial Planning gives industry professionals the opportunity to hear and learn from "the best of the best" in the field.
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Great Book
- By Bill on 02-28-22
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Fanatical Prospecting
- The Ultimate Guide for Starting Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, E-Mail, and Cold Calling
- By: Jeb Blount
- Narrated by: Jeb Blount, Jeremy Arthur
- Length: 8 hrs and 21 mins
- Unabridged
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Overall
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Performance
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Fanatical Prospecting gives salespeople, sales leaders, entrepreneurs, and executives a practical, eye-opening guide that clearly explains the why and how behind the most important activity in sales and business development: prospecting. The brutal fact is that the number one reason for failure in sales is an empty pipe, and the root cause of an empty pipeline is the failure to consistently prospect.
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A must read for any sales professional
- By Bill King on 07-04-16
By: Jeb Blount
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Good to Great
- Why Some Companies Make the Leap...And Others Don't
- By: Jim Collins
- Narrated by: Jim Collins
- Length: 10 hrs and 1 min
- Unabridged
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Built To Last, the defining management study of the 90s, showed how great companies triumph over time and how long-term sustained performance can be engineered into the DNA of an enterprise from the very beginning. But what about companies that are not born with great DNA? How can good companies, mediocre companies, even bad companies achieve enduring greatness?
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Good info, over-the-top narration
- By Anaxamaxan on 08-31-10
By: Jim Collins
Related to this topic
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The Snowball System
- How to Win More Business and Turn Clients into Raving Fans
- By: Mo Bunnell
- Narrated by: Mo Bunnell
- Length: 10 hrs and 17 mins
- Unabridged
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Overall
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Performance
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In The Snowball System, Mo Bunnell offers powerful and proven tools for business development. Whether you are gregarious or introverted, whether you are a part of a small startup or a massive multinational, Bunnell's science-based system is effective and efficient, and easily adapted into your day-to-day work. With The Snowball System, you will not only succeed at growing your business, you'll learn to enjoy doing the activities that drive that growth. You'll be happier, and so will your clients.
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Overnight success takes time, effort and a guide
- By Patrick L Raftery on 04-17-20
By: Mo Bunnell
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The Supernova Advisor: Crossing the Invisible Bridge to Exceptional Client Service and Consistent Growth
- By: Rob Knapp
- Narrated by: Scott Hoke
- Length: 3 hrs and 43 mins
- Unabridged
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The Supernova Model is a client service, client acquisition, and practice management model that drives an explosive acceleration in revenue and client satisfaction by capitalizing upon the 80/20 Rule. First implemented by financial advisors at Merrill Lynch - under the leadership of author Rob Knapp - it has grown increasingly popular within the financial services industry.
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Great business ideas for an FA
- By Kyle on 03-01-15
By: Rob Knapp