cover of episode James Taylor: The Power of Process | Next Gen

James Taylor: The Power of Process | Next Gen

2025/4/10
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James Taylor: 我认为管理团队没有一个完美的时机，需要勇敢地开始。我之前的业务模式很糟糕，因为它更像是一种交易性的业务，而不是基于规划的业务。我重新构建了业务，专注于税务规划、财务规划和遗产规划。我认为当你准备好承担起他人职业生涯的责任时，你就准备好管理团队了。我们业务的每个方面都有流程，这使得我们能够高效完成工作。我们团队采用老式冷呼方式，但结合了现代化的研究和联络方式。我们通过LinkedIn等多种方式与潜在客户保持联系，提供有价值的信息，而非仅仅是推销。良好的第一印象至关重要，我们通过专业的沟通方式和LinkedIn建立联系来提升客户体验。我们提供全面的服务，不仅仅局限于投资，还包括家族办公室资源、税务和遗产规划等。尽管科技很重要，但人们仍然渴望与人进行直接沟通，冷呼仍然是一种有效的沟通方式。我们以规划为导向进行客户拓展，而非单纯的产品或投资。在赢得客户之前，我们会进行多次会面，深入了解客户需求并提供个性化服务。我们的流程包括：初步会面、规划会议、建议会议和最终签约。我们注重了解客户的目标，而非急于推销产品。我们关注客户的家庭和长期目标，而非仅仅是投资。建立完善的流程能够提高效率，避免时间浪费。客户服务非常重要，要关注客户的保留，而非仅仅是获取新客户。我们的团队有明确的分工，例如客户服务人员负责日常客户服务和维护。我们有24小时响应规则，确保及时回复客户邮件。团队成员拥有公司股权，这增强了团队的凝聚力和责任感。让团队成员拥有股权，能够促进团队共同成长和进步。我们每周进行三次团队会议，每月进行一次个人目标会议，以确保团队高效运作。我们的团队会议高效且具有针对性，能够快速实施和调整策略。我们的团队具有很强的适应性和学习能力，能够快速适应新的策略和方法。我们重视团队培训和教育，鼓励团队成员持续学习。我们每周四进行感恩会议，增进团队成员之间的了解和感情。我们团队成员之间关系融洽，没有小团体现象。我们团队成员之间相互尊重和支持，共同努力实现目标。我们对团队成员进行严格筛选，确保其与团队文化相符。我们团队工作努力，但同时也注重团队合作和乐趣。时间管理和流程管理是建立成功业务的关键。建立标准化的流程可以提高效率，避免时间浪费。要根据业务规模合理分配时间，平衡客户服务和业务拓展。成功需要有计划性和目标性，而非偶然。如果自身时间管理能力不足，可以考虑与擅长时间管理的人合作。持续学习和自我提升是成功的关键。利用各种资源进行学习，例如Audible、YouTube、ChatGPT等。回馈社会，帮助他人，能够获得意想不到的回报。持续学习，保持好奇心，不断提问，才能保持竞争力。 Allison Tucci: (问题引导，未表达核心观点) supporting_evidences James Taylor: 'It was more like a transactional practice, not really a planning-based practice.' James Taylor: 'I focus on tax planning, financial planning, estate planning.' James Taylor: 'I think it's when you're ready to really put someone else's career in your hands and take that responsibility because that's essentially what you're doing.' James Taylor: 'I always tell our team, I think what we can get done in a day, most people can't get done in a couple weeks. And that's because every single aspect of our business has a process around it.' James Taylor: 'We're kind of an old school team, I would say, where we're cold calling...But not in the traditional way...So we do a lot of research on the companies that we're reaching out to.' James Taylor: 'We're connecting with them on LinkedIn. We're seeing the mutual connections that we have with the person.' James Taylor: 'I think first impressions are everything.' James Taylor: 'So we're not just talking about our team and we've gotten the rankings and the accolades and the awards.' James Taylor: 'But at the end of the day, people want to work with people and talk to people.' James Taylor: 'So I think most people, when the traditional cold caller is much more of a transactional relationship or more talking about specific investments, where we're talking about stuff that's important to them.' James Taylor: 'So, you know, after we do the introductory call, so we've determined this person's a good fit for our practice, walk through the team and who we are as people.' James Taylor: 'We're going to send you an executive summary...Then we want to set up a live planning meeting.' James Taylor: 'It's not about me...What are you trying to do? What are you trying to accomplish?' James Taylor: 'It's their family. It's not their stock. It's not their $100 million portfolio.' James Taylor: 'I think that streamlines it a lot more.' James Taylor: 'And I think, like, servicing is, like, the most important part.' James Taylor: 'So we have the service, right? So our client service associates are unbelievable.' James Taylor: 'We have a 24-hour rule.' James Taylor: 'So even our client service associates have equity in the practice.' James Taylor: 'So we do three team meetings a week, and then I do individual goals meetings every month.' James Taylor: 'We're very effective with our meetings.' James Taylor: 'Our team buys in.' James Taylor: 'We're very big on training and education.' James Taylor: 'So now we do a gratitude meeting.' James Taylor: 'One, we have three sets of family members on our team.' James Taylor: 'I think they've done a great job of like realizing that this is a team thing.' James Taylor: 'We do a lot of due diligence.' James Taylor: 'We're working eight to seven every single day...We're routinely working on the weekends.' James Taylor: 'Time management. 100%.' James Taylor: 'Like, so if I am, you know, talking to you and I'm talking to someone else and, like, those meetings are completely different.' James Taylor: 'And your goal is to get to $200 million.' James Taylor: 'Success isn't by accident.' James Taylor: 'I'm listening to a book whenever I can.' James Taylor: 'You have YouTube. You have Audible. You have ChatGP.' James Taylor: 'Give back. You know, give back. Give back as much as you can.' James Taylor: 'And forever be a student.'

Deep Dive

Chapters
James Taylor, a managing director at Morgan Stanley, shares his insights on building a successful financial advisory team. He emphasizes the importance of process-orientation, old-school cold calling techniques combined with modern digital strategies, and the significance of providing exceptional client service to foster growth and retention.
  • Process-oriented approach to business operations for increased efficiency.
  • Combining traditional cold calling with digital strategies for client acquisition.
  • Prioritizing client service and responsiveness to build strong client relationships.
  • Importance of focusing on planning-based advice rather than transactional interactions.
  • The significance of holistic practice encompassing various financial services beyond investments.

Shownotes Transcript

“I always tell our team that what we can get done in a day most people can’t get done in a couple weeks,” says the founding member of The Taylor Group at Morgan Stanley. “That’s because every single aspect of our business has a process around it.”