- ISBN13: 9780793136643
- Condition: New
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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 effectiv… More >>
Storyselling for Financial Advisors : How Top Producers Sell
Tags: Advisors, Financial, Producers, Sell, Storyselling
This is an excellent book. The numbers and statistics allow customers to sleep. But financial describe a concept of telling a story that involves the client (s). I am a financial adviser, and when people ask me what I do as a financial advisor, I tell them a story. Sometimes I go with this (not in the book): “The average American spends a dollar in the following manner: They spend $ 0. 62 Quality of Life, $ 0. 25 taxes, $ 0. 10 Insurance and $ 0. 03 or less in savings. I found a way to reduce your tax liability, to limit the right and maintain adequate insurance coverage and see if we can cut some spending on living standards. “Would it surprise you watch and listen to customers against a complex explanation of what makes a financial adviser – and that can cover a dollar and how it is spent. If you want to continue to treat customers with’re so smart printing using the industry jargon, statistics and other numbers – continue to do so, that may be an additional sales hook for me. Buy this book.
Rating: 5 / 5
This book explains why some very smart people can not reach their full potential in this sector attractive and competitive: do not connect with its customers to the level where decisions are made. Smart investment professionals who really want to succeed you need to include all the ideas and the technique has so they can help their clients overcome their fears to invest and move confidently toward their financial goals. As a certified financial planner, president of a securities firm, and industry veteran of fifteen years, I immediately recognized the enormous value of this book. I asked Storyselling representative for each investment in our company and all managers of our financial services group.
Rating: 5 / 5
A little common sense in contact with potential customers and establish the vital foundation of confidence for a first meeting in a significant long-term relationship beneficial to both parties. Anthony West and capture the essence of the building on the foundations of a shopping experience on the value added by focusing on the essential concept of building one-on-one relationship that provides a counselor as the counselor of choice (and prepares ultimaely stage quality references.) I particularly enjoyed reading Chapter 13, “Let me tell you a story” focused on analogies and metaphors – fantastic! A good read and an excellent philosophy to establish a financial advisory practice. 4 stars.
Rating: 4 / 5
I was really disappointed with this book. I was looking for a book that would help me structure my presentation and give me a set of metaphors and analogies that could be used to better understand their customers. While the metaphor of the book contains perhaps 25 presentations on various topics (diversification, why use a consultant, bear markets, etc) the rest of the book is more or less filling. Quotes MedlinePlus take half of most pages.
There are chapters dealing with the presentation to the market and women 65 + containing little useful information. There is a section
frustrating discuss the “science” behind storyselling. [
This book is not worth $ 5, not to mention the $ 30 retail. ]
Rating: 2 / 5
This book offers many ways to explain difficult concepts for the average investor. I’m far from being a rookie, and I found it very useful for points that might otherwise be trivial. Customers have thanked me for explaining it in a format that can actually follow. I recommend this book to anyone in the profession of financial services – old and new.
Rating: 5 / 5