InFrom the Boiler Room to the Living Room, Mitch examines where the financial services industry has failed in the past, and what it needs to do to restore trust at both the individual and industry levels. He teaches readers how to better understand the emotional significance of the money that clients entrust to their advisors and the struggles they face as they attempt to get "more life for their money." The book also discusses why venture philosophy, funding single moments, and rethinking one's purpose in life is more important to clients than net worth or asset allocation. Finally, it discusses how to develop dialogues that forge meaningful, long-term client connectionsin other words, how to stop selling and start listening.

MITCH ANTHONY is the founder and President of MitchAnthony.com, whose companies include Advisor Insights Inc. and The Financial Life Planning Institute. He also writes and hosts the syndicated radio featureThe Daily Dose, and is a regular contributor toResearch, Financial Advisor, andBank Advisor magazines. Anthony was named one of the financial service industry's top "Movers& Shakers" byFinancial Planning magazine. He is also coauthor ofStoryselling for Financial Advisors and author of TheNew Retirementality (Wiley), now in its third edition.

Visit www.MitchAnthony.com for more information.

Foreword ix

Acknowledgments xv

Preface xvii

Part I Industry Resoulutions 1

Chapter 1 If These Walls Could Talk 3

Chapter 2 Speedometers and Odometers 13

Chapter 3 The Warring Hand 21

Chapter 4 Im a Numbers Guy 29

Chapter 5 A New Level of Integrity Beyond Disclosure 39

Chapter 6 A New Value Proposition 49

Chapter 7 A New Standard for Practice: Practicing World-Class Wealth Care 59

Chapter 8 The New Frontier: Getting to the Right Side of the Advisory Business 69

Part II Life Resoulutions 81

Chapter 9 Permanent Reference Points: How the Financial Blueprint is Formed 83

Chapter 10 How We Measure Money 91

Chapter 11 Spinning Out of Control 101

Chapter 12 Protecting Your Clients fromHalf fluence 111

Chapter 13 The End of Retirement as We Know It 121

Chapter 14 What Do Your Clients Want Their Money to Do? 133

Part III Dialogue Resoulutions 143

Chapter 15 The History Dialogue: Finding Your Clients Future in Their Past 145

Chapter 16 Goals Are Overrated 155

Chapter 17 Funding Single Moments 163

Chapter 18 The Parental Pension 171

Chapter 19 By the Side of the Road: Dealing with the Big What If . . . 179

Chapter 20 A 100 Percent Certainty 189

Chapter 21 The New Venture Philanthropy Dialogue 197

Bibliography 207

Index 211