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This Time Isn't Different; Shockproofing Our Clients

Gives advisors a system for preventing clients from panicking in down markets, right from the first day of the relationship.

• The full permanent premium return of mainstream equities is available only to long-term investors who are prepared to ride out the market's frequent, sometimes significant but always temporary declines.

• Investors who panic out of the market and go to cash during declines doom themselves to long-term regret.

• This book lays out a system for training clients, from the very first day of the relationship, to regard the permanent returns and the temporary declines as an inseparable package.

• The failing investor's death song – “This Time Is Different” – is accurate only in the sense that the narrow specifics of every “crisis” are different, and thereforeshocking to the point of panic. The dot-com implosion was entirely different from the Global Financial Crisis, which was completely different from COVID. Every serious bear market comes out of deep left field.

• But America's most successful companies work through and around every crisis, ultimately innovating their way to new heights of earnings, dividends and values.

• This book says that clients can be systematically trained to see themselves as patient long-term owners of great companies rather than as helpless victims of the stock market's “volatility.”

• The depth of the clients' trust in their advisor ultimately governs whether they come through bear markets unscathed. This book is, above all, a rigorous system for developing that trust.

Nick Murray's Scripts, What to say and how to say it

In Scripts, I've drafted every important statement an investment advisor would ever want to make to a client or prospect – with robust but non-argumentative responses to all the major species of questions and objections – in the simplest and most direct language. The focus here is not what to think, but what to say, and exactly how to say it.

In our profession, the messenger becomes the message: people rarely buy our advice so much as they buy us. The ability to speak and write to clients warmly, clearly and compellingly is therefore to be prized above all the other arrows in the advisor's quiver.

The Game of Numbers: Professional Prospecting for Financial Advisors

Nick's book for all financial planners -- not just investment advisors -- who need to prospect. Whether you are just starting out in the profession of advice, or are a mid-career advisor stuck on a "plateau" or in a "comfort zone," your mortal enemy is prospecting Avoidance. You will never be able to build (or re-build) a first-class practice until you overcome your reluctance to prospect. This book is a complete system for breaking down prospecting reluctance, and gradually but steadily increasing your capacity to prospect. Prospecting is The Game You Always Win If You Don't Stop Playing It. And this is the ultimate how-to-not-stop prospecting book.

Simple Wealth, Inevitable Wealth

All-new 25th Anniversary edition.

Explains why equities are the one true way to wealth – and why it's virtually impossible to hold them without the help of an empathetic advisor.

For more information on all books and to purchase, click HERE.

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