Follow this guide and soon you will be on your way to becoming a financial services professional who: -- sells in an illustrativeand straight-forward manner. In the third annual , trust and communication were ranked the number one and two issues by both advisors and investors. 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. If you know anything about me, you know that I read… a lot. If you do get this book, pay extra close attention to Chapter 6. Storyselling persuasion techniques offer: -- insights to encourage others to tell their stories -- techniques for making memorable and understandable client presentations -- strategies for tapping into the affluent market -- ways to approach women investors -- surefire tactics that address the unique stories behind the 65+ market -- methods for using stories and analogies to illustrate abstract investment concepts such as compound interest, growth and value, retirement, and more.
The Supernova Advisor by Rob Knapp I read this book again a few weeks ago and it was just as good as the first time. As an added bonus, it's fun to read. Storyselling for Financial Advisors is the first book to combine whole-brain persuasion techniques with the sales of financial products. Reading and Leading Others: The 30-Second Body Language Read 45 5. They ask open-ended questions, and listen intently to clients' stories, histories, and backgrounds to elicit valuable information and make deep human connections. The Million-Dollar Financial Advisor by David J.
Making the Intuitive Leap with Your Client 86 8. Learn what makes a client trust you to be their financial advisor. I have both of them on Audible and listen to them about once a year. This communication style allows them to better serve their clients' financial needs -- and sell more effectively in the process. Many have gone the Lone Ranger route in investing because they haven't been able to find a broker who knows how to communicate effectively.
This book will help you tighten up your game to help you successfully attract, service, and retain lifelong affluent customers and clients. Telling the Story of the Affluent 109 10. Those transitions and goals are unique to them—one size does not fit all when it comes to life-centered planning. Telling the Story of the 65+ 135 11. In a article published last month, talked about why clients dislike their financial advisors.
If they have a specific goal or transition that will be difficult to attain based on where they are, discuss what can be done about it. Professional service providers like financial advisors often struggle with getting referrals, so having a book that gives you simple, easy to understand advice is a lifesaver. I enjoyed it because it contains thoughts on business analysis, strategic vision, exceptional client service, and client acquisition. Now, more than ever, is the time to move away from traditional financial planning to life-centered planning. How Socrates Can Help You Reach Your Sales Quota: Getting Others to Tell Their Story p.
I always knew that stories are some of the most powerful marketing tools we have, but I always struggled using them to relate to financial services. A nationally renowned speaker to the retail brokerage community, he is best known for creative marketing strategies geared to financial services professionals. 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. The Metaphorical Magic of Warren Buffett 181 13. They ask open-ended questions, and listen intently to clients' stories, histories, and backgrounds to elicit valuable information and make deep human connections. Questions Great Financial Advisors Ask by Alan Parisse and David Richman When I am coaching advisors on sales techniques, I stress the importance of asking great questions.
Using Analogies and Metaphors to Move Your Clients and Products p. From the Publisher: Why are some brokers and advisors thriving while others struggle to survive? Contact Mitch at or visit. Your future depends on it. This book will walk you through many different ways to be more disciplined in your life. I have an old, beat-up version of this book. I might have to upgrade to the Audible version soon.
We knew that if advisors wanted to stand out in a crowded field, they would have to do more than use fancy words and pretty presentations. From making memorable client presentations to effective ways to use stories and analogies to illustrate abstract investment concepts - and get others to tell their stories and open up - it's a must-have for every financial professional. How Self-Deprecation and Wit Will Get You Further Than Self-Promotion 76 7. In Storyselling for Financial Advisors, authors Scott West and Mitch Anthony explain how to make these intuitive connections, and they outline understandable and practical strategies that any financial professional can use. Do you have any good books that you would like to recommend? They counsel financial advisors to communicate with clients in easily understandable language, using self-deprecating wit, stories and vivid metaphors.
Telling the Story of the Affluent p. I learn something new every time I listen to them. Let Me Tell You a Story: Storyselling Illustrations, Analogies, and Metaphors p. 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. One of the biggest breakthrough ideas I got from Mullen was the idea that, once you get to around 100 clients, you should consistently add to the top of your business and drop from the bottom.
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. This book is still very important to me nonetheless. The book spent the front part convincing you why storytelling works. What impresses me about this book is that its teachings are based on real world success stories, not on some obscure psychological theory. I try to read at least one book every two or three days, and the majority of my reading revolves around business, self-improvement, sales, and marketing. Mullen actually has two books that I like — The Million-Dollar Financial Advisor and The Million-Dollar Financial Services Practice.