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Author: Scott West
Publisher: Kaplan Trade
ISBN: 9780793136643
Category : Business & Economics
Languages : en
Pages : 256
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Book Description
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.
Author: Scott West
Publisher: Kaplan Trade
ISBN: 9780793136643
Category : Business & Economics
Languages : en
Pages : 256
Get Book Here
Book Description
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.
Author: Steve Moore
Publisher: John Wiley & Sons
ISBN: 0470930144
Category : Business & Economics
Languages : en
Pages : 256
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Book Description
A how to guide to avoiding the mistakes ineffective financial advisors most often make Based on a 15-year consulting program that author Steve Moore has led for financial advisors, Ineffective Habits of Financial Advisors (and the Disciplines to Break Them): A Framework for Avoiding the Mistakes Everyone Else Makes details proven techniques which allow advisors to transform their business into an elite practice: business analysis, strategic vision, exceptional client service, and acquiring high net worth clients. Told through the story of a purely fictional and completely average financial advisor, each chapter begins with an ineffective habit that is then countered with a discipline that improves business results and adds value. The book Details a step-by-step strategy for working through current clients, rather than relying on cold calling to form new relationships Includes anecdotes collected through both personal experience and stories relayed to him by clients and colleagues Provides question and answer segments, examples, and homework assignments Ineffective Habits of Financial Advisors (and the Disciplines to Break Them shows you how to deliver exceptional service while generating higher revenue per client.
Author: David J. Mullen (Jr.)
Publisher: AMACOM Div American Mgmt Assn
ISBN: 0814414729
Category : Business & Economics
Languages : en
Pages : 290
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Book Description
The best financial advisors are well equipped to succeed regardless of market conditions. Based on interviews with fifteen top advisors, each doing several million dollars worth of business every year, The Million-Dollar Financial Advisor distills their universal success principles into thirteen distinct lessons. Each is explained step-by step for immediate application by veteran and new financial professionals alike. The lessons cover: * Building and focusing on client relationships * Having a top advisor mindset * Developing a long-term approach * Specialization * Marketing * And much more The book also features two complete case studies. First there is the "best of the best" advisor whose incredible success showcases the power of all the book's principles working together in concert. The second is an account of a remarkable and inspiring career turn around and demonstrates that it's never too late to reinvent oneself. Brimming with practical advice from the author and expert insights from his interview subjects, The Million-Dollar Financial Advisor is a priceless success tool for any and all financial advisors.
Author: Mitch Anthony
Publisher: Dearborn Trade Publishing
ISBN: 9780793149544
Category : Business & Economics
Languages : en
Pages : 280
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Book Description
The financial planing profession is undergoing a transformation from the historical approach of transactions and straight asset accumulation to an integrated financial and life planning strategy for customers. Your Clients for Life: The Definitive Guide to Becoming a Successful Financial Life Planner is a roadmap that financial planners can use to understand how to make the connection between financial planning and life planning. Its premise is that advisors of the future will need to deal more with money as an element of a client's life that cannot be viewed alone.
Author: Mitch Anthony
Publisher: John Wiley & Sons
ISBN: 1119709091
Category : Business & Economics
Languages : en
Pages : 248
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Book Description
Bring your financial planning to life by bringing life to your financial planning. Life-Centered Financial Planning: How to Deliver Value That Will Never Be Undervalued shows financial planners and advisors how to radically improve the service they provide to their clients by tying their decisions and strategies to their clients’ life events, stages, and goals. Written by distinguished financial professionals Mitch Anthony and Paul Armson, Life-Centered Financial Planning provides readers with practical advice and concrete strategies to revolutionize their organization and client service by: · Focusing on what matters most to clients, rather than maximizing assets under management or pushing products · Understanding that a strong financial plan means more than simply accumulating as much money as possible · Building a business model that is good for everyone involved: the financial advisor, clients, and the organization · Moving from being a commodity to being your client's trusted advisor The book is perfect for any financial planner or advisor who wishes to adapt to the radical redefinition of financial services taking place today.
Author: Matt Oechsli
Publisher: John Wiley & Sons
ISBN: 1118040368
Category : Business & Economics
Languages : en
Pages : 218
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Book Description
This insightful book shows salespeople how to meet the needs of affluent clients from the initial contact, to the sales presentation, to providing the level of service and quality they expect, to securing them as long-term customers. Based on extensive research of the buying patterns and expectations of the wealthy, this step-by-step sales guide reveals the secrets of attracting and keeping wealthy clients for life, boosting sales and repeat business. The Art of Selling to the Affluent is also a crash course in the world of the wealthy, giving you the understanding you need to satisfy and retain these profitable top-dollar clients.
Author: Jack Canfield
Publisher: Penguin
ISBN: 1101666358
Category : Self-Help
Languages : en
Pages : 306
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Book Description
Learn how to get everything you want with this motivational book from the #1 New York Times bestselling authors of the Chicken Soup for the Soul series. Anything is possible...if you dare to ask! Personal happiness. Creative fulfillment. Professional success. Freedom from fear—and a new promise of joy that's yours for the asking. We have the ability at our fingertips to achieve these things. It's the Aladdin Factor: the magical wellspring of confidence, desire—and the willingness to ask—that allows us to make wishes come true. Now bestselling motivational authors Jack Canfield and Mark Victor Hansen introduce us to the Aladdin Factor—and help us put it into effect in our own lives. The Aladdin Factor helps us by pinpointing the major stumbling blocks to asking—and teaching simple techniques to overcome them. With inspirational stories about people who have succeeded by asking for what they want, this book shows us how to turn our lives around—no matter what kind of obstacles we face. And with this knowledge, we can reap the riches of a truly well-lived life—a treasure that comes not from an enchanted lamp, but from the heart.
Author: David J. Mullen (Jr.)
Publisher: Amacom
ISBN: 0814431739
Category : Business & Economics
Languages : en
Pages : 354
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Book Description
Using the proven method author David J. Mullen Jr. has taught at Merrill Lynch and is famous for in the industry, The Million-Dollar Financial Services Practice guides aspiring brokers on their journey toward building a lucrative financial services practice. Templates, scripts, letters, and tried-and-true market action plans work together to give you the skills you need to get the appointment, convert prospects to clients, build relationships, retain clients, use niche marketing successfully, and increase the products and services each client uses. You'll also gain insight into practical areas often overlooked by other industry guides, including how to work in teams, how to train sales associates, and how to handle and overcome rejection. Updated with new strategies for acquiring affluent clients, the second edition of The Million-Dollar Financial Services Practice includes tips on offering wealth management services, using social media, leveraging alumni marketing, and targeting successful relators as clients to help today's financial service professionals become top producers.
Author: Moira Somers
Publisher: Practical Inspiration Publishing
ISBN: 1788600215
Category : Business & Economics
Languages : en
Pages : 224
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Book Description
The advice is sound; the client seems eager; and then... nothing happens! Too often, this is the experience that financial professionals encounter in their daily work. When good recommendations go unimplemented, clients’ well-being is compromised, opportunities are lost, and the professional relationship grows strained. Advice that Sticks takes aim at the problem of financial non-adherence. Written by a neuropsychologist and financial change expert, this book examines the five main factors that determine whether a client will follow through with financial advice. Individual client psychology plays a role in non-adherence; so, too, do sociocultural and environmental factors, general advice characteristics, and specific challenges pertaining to the emotionally loaded domain of money. Perhaps most surprising, however, is the extent to which advice-givers themselves can foil implementation. A great deal of non-adherence is due to preventable mistakes made by financial professionals and their teams. The author integrates her extensive clinical and consulting experience with research findings from the fields of positive psychology, behavioural economics, neuroscience, and medicine. What emerges is a thoughtful, funny, but above all practical guide for anyone who makes a living providing financial advice. It will become an indispensable handbook for people working with clients across the wealth spectrum.
Author: Beverly D. Flaxington
Publisher: Ata Press
ISBN: 9780983762089
Category : Financial planners
Languages : en
Pages : 174
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Book Description
Selling is as old as civilization itself. Put in the simplest of terms, selling is the exchange of goods and services for something of value. To financial advisors, however, the sale is often seen in a negative light, and many cringe at the word "sell." Interestingly, the same advisors who shy away from the concept of selling are often those who find themselves selling every single day! Sometimes they're even participating in the selling process multiple times throughout the day--and they may not realize it. Asking for client referrals, developing strategic alliances, seeking and talking with new prospects are all obvious parts of the selling process, but selling happens every time you remind a client why it's a good choice to do business with you, too. The fact is that most CFAs(R), CFPs(R), CPAs, and other professionals did not obtain these titles because deep down they really wanted to be in sales. Most times, their interests tend more toward data, analysis, and more solitary orientations. Selling is probably the last thing those who entered these fields were thinking of doing. They may not have considered the "people" aspect of their chosen profession; the aspect that involves sales. For this reason, and some others, turning into a salesperson seems like a negative, degrading thing. Many advisors will conjure up the picture of the slimy used-car sales guy. It's time to recognize selling as the valuable activity that it is. It is a way to: Let people know who you are and what you do well. Get your message out to those who need it. Promote your planning process, wealth management services, or investment expertise. Use your relationship skills to close new business. Take your business to the next level. If you want to grow your business, the bottom line is that you--or someone on your team--need to sell, and to sell well. This book will offer guidance on how you can sell in a comfortable and effective manner.
