Storyselling for Financial Advisors: How Top Producers Sell

Storyselling for Financial Advisors: How Top Producers Sell

by Scott West, Mitch Anthony

Hardcover

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Product Details

ISBN-13: 9780793136643
Publisher: Kaplan Publishing
Publication date: 01/12/2000
Pages: 256
Sales rank: 282,593
Product dimensions: 7.25(w) x 9.00(h) x 0.80(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

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Storyselling for Financial Advisors: How Top Producers Sell 3.5 out of 5 based on 0 ratings. 2 reviews.
Guest More than 1 year ago
Almost every financial advisor will find this useful. Authors Scott West and Mitch Anthony summarize many important facts of life in sales, and they do so in a concise, highly readable style that is free of jargon. They counsel financial advisors to communicate with clients in easily understandable language, using self-deprecating wit, stories and vivid metaphors. They rightly remind readers that people make decisions about advisors based on what they feel more than on the quality of the advisors' charts and graphs. Then, they discuss different potential clients and show advisors how to appeal to the most critical, most rapidly expanding target markets. We highly recommend this specific, focused sales guide to financial advisors.
Anonymous More than 1 year ago