Storyselling for Financial Advisors: How Top Producers Sell

by Scott West, Mitch Anthony

Overview

Learn what makes a client trust you to be their financial advisor.

Put the power of story telling into selling financial products. The authors explain the process of making these intuitive connections, then translate their findings into understandable and practical strategies that any financial professional can use. They present actual stories, including many by Warren Buffet, one of the greatest "storysellers" of all time. These actual stories can help financial pros tap into the "gut reaction" of different types of clients. the book also includes special topics on communicating to women, the 50+ market, and the affluent.

Product Details

ISBN-13:	9780793136643
Publisher:	Kaplan Test Prep
Publication date:	01/12/2000
Edition description:	New Edition
Pages:	256
Sales rank:	217,311
Product dimensions:	7.25(w) x 9.00(h) x 0.90(d)

About the Author

Scott West is senior vice president of marketing for Van Kampen Funds. A nationally renowned speaker to the retail brokerage community, he is best known for creative marketing strategies geared to financial services professionals.

Table of Contents

Preface
Part One: How to Put Half of Your Client's Brain to Sleep
Part Two: Becoming a Better Storyseller
Part Three: Storyselling in Desirable Markets
Part Four: Let Me Tell You a Story
Index