Most clients invest only 20-30 per cent of their assets with a financial advisor. But some financial advisors invest 100 per cent of their clients' assets. Your Client's Story describes the secret of their astounding success - more focus on Who they are serving than on What they are working with. This practical book outlines how financial advisors can develop the client skills that result in more client trust, longer-term relationships, and the kind of rapport that invites ongoing business. For three years, the authors ...
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Most clients invest only 20-30 per cent of their assets with a financial advisor. But some financial advisors invest 100 per cent of their clients' assets. Your Client's Story describes the secret of their astounding success - more focus on Who they are serving than on What they are working with. This practical book outlines how financial advisors can develop the client skills that result in more client trust, longer-term relationships, and the kind of rapport that invites ongoing business. For three years, the authors studied the winning approaches used by financial advisors who managed 100 per cent of their clients' assets. Notably, the most successful ones had mastered the 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 real empathy. Authors Scott West and Mitch Anthony have included specific scripts for reenacting winning discovery dialogues geared to the life situations, transitions, and goals that drive financial planning. This pioneering approach has truly revolutionized the practices of many financial pla they do business, and how these changes have generated bigger books of business. Clients also tell their side of the story, explaining how the discovery dialogue has enhanced the entire financial planning process. The dialogue guides in Your Client's Story contain tips and key questions geared to specific clients and situations, including: Clients who are small business owners; Clients who are facing or planning for retirement; Clients who want more balance in their lives; Clients who are worried about outliving their money; Clients who are mature investors; Readers will get proven tips on listening, reacting, and telling a story that helps establish a personal connection with anybody and everybody. They'll learn how to ask that irresistible question that opens up the conversation and forges a lasting bond. Filled with inspiring advice and useful tools, Your Client's Story will be invaluable to the more than 600,000 financial advisors in the U.S. who want to expand their client base and influence.
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