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Storyselling for Financial Advisors (eBooks)
PLDZ-1
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Editorial Reviews
Product Description
Using similes, metaphors, anecdotes, illustrations, and asking
open-ended questions, then really listening to clients stories,
histories and backgrounds can elicit valuable information. Highly
persuasive individuals and many of the top financial professionals use
this communication style intuitively, making deep human connections
with their clients. From this deeper understanding, they are better
able to serve clients financial needs- -and sell more effectively in
the process.
The authors explain the process of making these * insights to get others to tell their stories
intuitive connections, then translate their findings into
understandable and practical strategies that any financial professional
can use. They present actual stories,including many by one of the
greatest "storysellers" of all time- -Warren Buffet- -that can help
financial pros tap into the "gut reaction" of different types of
clients, all the while engaging both sides of the brain. Right-brain,
"story selling" persuasion techniques offer:
* techniques for making an intuitive leap with the client
* strategies for tapping into the affluent market
* ways to approach women investors to tell their stories
* tactics that address the unique stories behind generational investors
* methods for using stories to illustrate common investment concepts
such as compound interest, growth and value, retirement and more
From the Publisher
Why are some brokers and advisors thriving while others struggle to survive?
In Storyselling for Financial Professionals, Scott West and Mitch Anthony point out: "In Be sure and visit storyselling.com for more information. Praise for Storyselling for Financial Professionals This Olivia Mellan, Author of Money Harmony: Resolving Money Conflicts in Your Life and Relationships Don G. Powell, retired Chairman, President, and CEO, Van Kampen Investments I Herb D. Vest, Chairman and CEO, H.D. Vest The James S. Putnam, Managing Director, National Sales, LPL Financial Services
an age of online, do-it-yourself investing, people still yearn for
mentoring, for guidance, and for affirmation. Many have gone the Lone
Ranger route in investing because they haven t been able to find a
broker who knows how to communicate effectively. Make the complex
simple and understandable and you will never lack for clients. The
storyselling truths and examples in this book will revolutionize the
way you sell financial services, and yourself."
book is tremendously useful as a practical, well thought out tool to
help build stronger relationships with your clients. This book
integrates left- and right-brain research in a powerful way.
This book is a gem! It should be required reading for aspiring sales
professionals in the financial services industry. What impresses me
about this book is that its teachings are based on real world success
stories, not on some obscure psychological theory. As an added bonus,
it s fun to read.
founded H.D. Vest on the idea that clients are much more willing to
invest with someone who they know has their best interests at heart.
Scott West and Mitch Anthony have lucidly explained how the art of the
raconteur and the niche-picking strategy of the entrepreneur can
combine with this personal approach to make for incredible selling
success. I will enthusiastically recommend this book to our
representatives.
best ideas are the simplest. Storyselling for Financial Advisors by
Scott West and Mitch Anthony provides an easy to use method to
communicate important, but often confusing concepts to your client.