|
Synopsis:
The dynamic Tom Dorsey does it again -- providing a powerhouse handbook for advisors and brokers in the face of mounting challenges from the internet, discount brokers, and the consolidation of larger firms. Candid dialog with the industry’s stellar performers provide unique insights, along with Dorsey’s tips for attracting new customers, keeping them coming back, and how technical analysis can improve business -- plus, much more.
[Back to top]
Jacket Description:
TODAY MORE THAN EVER, brokers need to know how to make their businesses succeed and grow in the face of emerging competition. Evolving technology, online discount brokers, and the new rules of a global economy have changed the landscape for brokers. Tom Dorsey, a pioneer in technical analysis and a charismatic Wall Street figure, has talked to top brokers from around the country about their experiences in the brokerage business and what lies ahead.
Dorsey draws on his own experience and on the insightful advice of seventeen other leading brokers who inspire and instruct. Top-rated professionals like Neile Wolfe of Prudential Securities, Sam Lee of Salomon Smith Barney, James A. Parrish, Jr. of Morgan Keegan & Company, Christopher Guttilla of Lehman Brothers, and Sheila Burke of First Security Van Kasper are among the pros who reveal what new tools and characteristics brokers will need to succeed amidst fierce competition and volatile markets.
This book combines some surprising advice and smart technical tips for brokers on how to position themselves. Brokers who are new to the business will be motivated by insights from their highly successful colleagues, and experienced professionals will find ways to improve their current methods. Thriving as a Broker in the 21st Century offers collective advice from the best of the best for both beginning and seasoned investment professionals.
Thomas Dorsey is the President of Dorsey, Wright & Associates, Inc., a registered investment advisory firm based in Richmond, Virginia. As a high-profile member of the investment services community, he speaks regularly about Point and Figure technical charting at seminars around the country and represents major stock exchanges, conducting risk management education for industry professionals and individual investors. He is the author of Point and Figure Charting: The Essential Application for Forecasting and Tracking Market Prices and has written numerous articles on equity market and options analysis for such publications as The Wall Street Journal, Barron's, Technical Analysis of Stocks and Commodities Magazine, and Futures Magazine. Dorsey has a financial Web site at www.dorseywright.com.
[Back to top]
Table of Contents:
Introduction 1
CHAPTER 1
My Own Perspective 14
CHAPTER 2
The Art of Prospecting 26
LAURENCE C. PETTIT, III, Scott & Stringfellow,
Inc. (Richmond, Virginia)
NEILE WOLFE, Prudential Securities
Incorporated (Austin, Texas)
CHAPTER 3
Building Relationships 50
JAMES H. DEMENT, JR., Davenport & Company
LLC (Richmond, Virginia)
CHAPTER 4
Bringing Value to the Table 66
DENNIS H. NELSON, U.S. Bancorp Piper Jaffray
(Topeka, Kansas)
CHRIS GUTTILLA, Lehman Brothers (New York,
New York)
CHAPTER 5
Establishing Your Niche 104
R. SCOTT BOWERS, PaineWebber, Inc.
(Houston, Texas)
SAMUEL W. LEE, Salomon Smith Barney Inc.
(Richmond, Virginia)
CHAPTER 6
Starting Your Own Firm 122
ROBERT CLUCK, The Aspen Equity Group
(Aspen, Colorado)
TIMOTHY J. DALY, The Weston Group, Inc.
(Weston, Connecticut)
CHAPTER 7
Building a Partnership 144
EDWARD M. ROSENBERG, DAVID M. ROSENBERG, and RICHARD H. ANGELOTTI, Morgan Keegan & Company, Inc. (Sarasota,
Florida)
NIKKI CHICOTEL and SHEILA BURKE, First
Security Van Kasper (San Francisco, California)
CHAPTER 8
Using Technical Analysis 174
CRAIG M. WIENER, PaineWebber Incorporated
(Memphis, Tennessee)
JAMES A. PARRISH, JR., Morgan Keegan &
Company, Inc. (Nashville, Tennessee)
CHAPTER 9
The Making of a Financial Ministry 196
ROBERT L. WOODALL, Dain Rauscher (Dallas, Texas)
EPILOGUE
Technology and the Internet 216
Resources
Web Sites for Brokers 222
The Basics of Point & Figure Charting 234
Index 246
[Back to top]
|
