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Synopsis
Revolutionize your financial advisory business by quickly forging an unbreakable bond with your clients or prospects to become an advisor who is trusted with 100 percent of their assets. Most clients invest only about 30 percent of their assets with a financial advisor, but some financial advisors invest 100 percent of their client's assets. Your Client's Story describes the secret of their astounding success. For more than three years, authors Scott West and Mitch Anthony studied the winning approaches used by financial advisors who managed 100 percent of their client's assets. Notably, the most successful had mastered a genuine ability to engage in a discovery dialogue where clients openly expressed their financial objectives and motivations. The best financial advisors knew how to listen, ask the right questions, and create an atmosphere of empathy. Your Client's Story includes specific scripts for reenacting winning discovery dialogues geared to the life situations, transitions, and goals that drive financial planning. Included are tips and key questions geared to specific clients and situations, such as: Small business owners; Clients or prospects who are entering or planning for retirement; Those seeking balance in their lives; Individuals who are fearful about outliving their money; Mature investors Financial planners and advisors share their stories, explaining how they've changed the way they do business, and how these changes have generated more successful books of business. Clients also tell their side of the story, explaining how the discovery dialogue has enhanced the entire financial planning process.
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About the Author
Scott West is Head of Consulting for Invesco VanKampen Consulting. He is a well-respected and popular speaker on a wide range of topics and is best known for his creative application of marketing strategies and concepts. Scott is coauthor of four books, including 'StorySelling for Financial Advisors' and 'The Language of Trust'. Mitch Anthony has been educating consumers and professionals about the importance of building lasting relationships and more meaningful lives for more than 25 years. His efforts in bringing transparency and responsibility to the financial services industry have earned him recognition as one of the industry's top 'movers and shakers'. Mitch is the author of 13 books, including 'The New Retirementality', 'The Cash in the Hat', and 'StorySelling for Financial Advisors', coauthored with Scott West.
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- PublisherInsights Press
- Publication date2012
- ISBN 10 098550000X
- ISBN 13 9780985500009
- BindingPaperback
- Number of pages300
- Rating
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