Storyselling for Financial Advisors Hardcover - 2000

First line

Some people use statistics like a drunken man uses a lamppost-for support rather than illumination.

From the jacket flap

HIGHLY PERSUASIVE individuals, including many top financial professionals, engage clients by using similes, metaphors, anecdotes, and illustrations. They ask open-ended questions, and listen intently to clients' stories, histories, and backgrounds to elicit valuable information and make deep human connections. This communication style allows them to better serve their clients' financial needs -- and sell more effectively in the process.

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. The stories of Warren Buffet -- one of the greatest "storysellers" of all time -- and others help financial pros tap into the gut reaction of different types of clients, all the while engaging both sides of the brain -- the logical side and the emotional, intuitive side. 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.

Storyselling for Financial Advisors is the first book to combine whole-brain persuasion techniques with the sales of financial products. 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.-- excels in relating and communicating with clients.
-- develops specialized audiences for your services.

Media reviews

Citations

• Reference and Research Bk News, 08/01/2000, Page 102