Regular marked price: $30.00Discount Price: $19.80
Cost Savings: $10.20 (34%)Price fluctuation possible.
How soon does it ship: Normal ship time within one day
Shipping? Absolutely FREE if you qualify for Super Saver Shipping.
Type of bind: Hardcover
Dewey Decimal Number: 332.60688
EAN num: 9780793136643
ISBN number: 0793136644
Label: Kaplan Business
Manufacturer: Kaplan Business
Quantity: 1
Page Count: 256
Printing Date: January 12, 2000
Publishing house: Kaplan Business
Release Date: January 12, 2000
Sale Popularity Level: 5889
Studio: Kaplan Business
Other books you might be interested in perusing:
Editor's Notes and Comments:
Product Description:
Learn what makes a client trust you to be their financial advisor.
Put the power of story telling into selling financial products. The authors explain the process of making these intuitive connections, then translate their findings into understandable and practical strategies that any financial professional can use. They present actual stories, including many by Warren Buffet, one of the greatest ''storysellers'' of all time. These actual stories can help financial pros tap into the ''gut reaction'' of different types of clients. the book also includes special topics on communicating to women, the 50+ market, and the affluent.
User popularity level:
Rated by buyers 
-
An excellent book well written and easy to read with just enough detail to be informative balanced with stories to make it readable. My biggest aha came from the the different styles of communication clients use and how I can better connect with them. This book was the very first to cause me to focus on communicating better an speak in a way and method they can understand, imagine that! Well worth reading for veterans and rookies alike.
Rated by buyers 
-
I've been in the Financial Services business for over 20 years, and since day one, I've been told to present charts, stats, figures, etc. to clients. This type of process is shoved down our throats in this industry.
Fortunately, I "got it" long ago and began including right-brain thinking into my presentations. This book, however, has crystallized those beliefs and taken me to the subsequent level.
West and Anthony have hit upon a concept that is not necessarily new; however, they have done an excellent job of bringing storyselling to a conscious level for the niche that includes Financial Advisors.
I make decisions for myself and my family via careful analysis of facts (or so I think); however, after much thought (pun not intended), I now realize that my emotions play a larger part of that decision-making process. If I "feel" right about something, it's a done deal. Having stated that fact, I wonder: why should my clients be any different?
We all think in pictures. Contemplate this: when someone tells you something (or you read something), does your mind see the words they say or that you read? No! You see pictures, photos, etc. This is the way we think, and this is the way sales and communication must be approached. Create pictures that depict what people want to achieve (with honesty and with their best interests at heart, of course; this goes without saying), and sucess is ensured.
This is where storyselling comes in, and this is why this book is so important to those in the Financial Services industry. It cuts to the core of proper communication techniques. This is NOT about manipulation; that would simply be unethical, at the very least. This is purely about finding a better way to communicate your message in a way that will allow others to understand and benefit.
A fantastic volume; I highly recommend it!
Rated by buyers -
I bought this book base on the recommendation of my mentor who is one of the best producer in the company (he's number 9 among 24,000 agents). I read through it and found that the financial advisors need to be more playful and more fun in order to connect with normal people. And normal people in this case are not middle-class or non-sophisticated investors. Some big-business owner or sophisticated investor want to be presented with something that is easy to understand. Plus, they also want to be entertained. This book will definitely worth your money and worth your time to read. It shouldn't be read only once. You should use it for reference if you feel "stuck" at the appointment or presentation. Also you should go back to it if you feel like your appointment or presentation that you've recently done was "dried" or "grim". This book will change all that. :)
Rated by buyers -
If you are considering a career in financial planning or are currently working in the financial services industry, this is a must read. Failure to read this book will insure you sound like everyone else and that will not understand your client.
Rated by buyers -
This book is must reading for anyone who is in the business of selling anything!
Find other books like this one:
