Barron's Advisor James Taylor: The Power of Process | Next Gen
Apr 10, 2025
James Taylor, founding member of The Taylor Group at Morgan Stanley, manages a massive team and over $3.5 billion in assets. He shares how processes fuel productivity, allowing his team to achieve in days what takes others weeks. The discussion covers strategies for personalized client engagement, emphasizing trust and communication. Taylor also highlights the importance of a cohesive client service team and continuous learning, stressing that generosity can significantly impact one’s professional journey.
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Rebuilding Practice at 27
- James Taylor rebuilt his practice at age 27 because it was too transactional and not planning-based.
- He carefully designed roles before bringing team members on to build a special, process-driven practice.
Process-Driven Prospecting
- Use detailed research and multi-channel contact to warm up prospects before calls.
- Follow a defined process that includes agenda-setting, LinkedIn connections, and multiple touches to build rapport.
Why Cold Calling Still Works
- Cold calling remains a critical skill because people still want personal advice.
- Prospect with planning and client needs, not just products or investments, to differentiate yourself.