Your Client's Story: Know Your Clients and the Rest Will Follow

Financial services pioneers Scott West and Mitch Anthony spent more than three years studying financial advisors who managed 100 percent of their clients' assets; they were interested in how these advisors had outperformed their peers. What Scott and Mitch found was amazing: the most successful advisors had mastered an innate ability to get their clients to tell them their stories. When these advisors asked clients about their stories, those clients felt interesting, important, and listened to. They shared much more than they would have by simply answering questions on a checklist. Advisors gained a deeper understanding of the the individuals they were working with. The connection between advisor and client became so powerful that it was next to impossible for any competitor to come between them. The new edition of this perennial favorite includes tools and ideas for starting client conversations, and shows you how to: Use dialogues to learn more about your clients, and Integrate client's unique circumstances, goals, and transitions into their winning financial plan. Your Client's Story demonstrates how to ignite the flames of your curiosity, ignite empathy in your client relationships, and bring a sense of life and excitement to your business as you've never experienced before.

Scott West is the founder of the largest consulting organization for advisors in the industry. With over thirty-five years of experience, Scott is a sought after keynote speaker on topics that are mission critical for financial professionals including client acquisition, retention, and growth. He is best known for his creative, entertaining, and ultimately practical applications for optimizing a successful practice. Mitch Anthony has been educating consumers and professionals about the importance of building lasting relationships and engaging in more meaningful money dialogues for more than twenty 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 twenty-four books, including The New Retirementality (now in its 5th edition) and Life-Centered Financial Planning (with Paul Armson).