· Get in Front of Wealth.
· Represent the Firm in Areas Where You Have Conviction.
· Ask for the Business.
· Know Your Customer.
· Use the Firm’s Resources Wisely.
· Don’t Procrastinate!
· If You Don’t Know the Answer, Say So, Then Get It.
· When in a Gray Area, See Your Manager.
· Help Your Colleagues.
· Contribute to the Firm & the Department.
· Treat Your Assistant as a Partner.
· Be Honest … With Yourself and With Your Customers.
· Be Humble.
· Be a Good Listener, Not Just a Good Talker.
· Take a Long-term Perspective but Have Short-term Goals.
· Don’t Be Afraid to Take a Loss.
· Communicate with Your Customers … Through Thick and Thin.
· Have a Well Thought-out Business Plan.
· Always Prospect.
· Don’t Fear Rejection; Be Prepared for It.
· Don’t Open Small Accounts; Think Big!
· Do It All … with Discipline, Enthusiasm and Persistence!.
James W. Little – American banker (Morgan Stanley), Quotations book 2007