Editorial Reviews
Book Description
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 clients’ 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 clients’ 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.
About the Author
Scott West is senior vice president of marketing for Van Kampen Funds, part of one of the nation’s oldest and largest investment management companies, with more than $100 billion in assets. Mitch Anthony is president of Advisor Insights, Inc., a leading industry relational skills training resource. He is the author of seven previous books, hosts a syndicated radio program, and is frequently quoted in business and news outlets nationwide.
Your Client's Story ,Scott West,Mitch Anthony,Kaplan Business,0793195705,Business & Economics,Business / Economics / Finance,Business/Economics,Customer relations,Finance,Financial planners,Interpersonal communication,Investment Finance,Investment advisors,Investments & Securities - General,Business & Economics / General
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