Storyselling for Financial Advisors : How Top Producers Sell

Product Details

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 one of the greatest "storysellers" of all time--Warren Buffet--that can help financial pros tap into the "gut reaction" of different types of clients, all the while engaging both sides of the brain. Right-brain, "story selling" persuasion techniques offer:

* insights to get others to tell their stories
* techniques for making an intuitive leap with the client
* strategies for tapping into the affluent market
* ways to approach women investors to tell their stories
* tactics that address the unique stories behind generational investors
* methods for using stories to illustrate common investment concepts such as compound interest, growth and value, retirement and more

Product Reviews

(5 stars) - Financial storyselling
This is an excellent book that goes to the heart of interpersonal communication in regards to the marketing of financial services but the principals laid out really do apply to any walk of life. Of course, the art of persuasion can be either for good or for greed in this case. I would hope that whoever sits down with individuals and families has it within them to do the right thing and provide financial services for their customer's needs and not just to create personal revenue from a transaction. I was part of a financial seminar given for financial advisers in which Mr. West was a speaker. He indeed embodies the content of this book and I'm sure would have been wildly successful in any avenue of sales or whatever he pursued.

(1 stars) - A disappointment to say the least
Let me give you the gist of this book...."Selling by telling a story works better!".

Well, D'uh!! I knew that...that is why I got the book. The whole book keeps on going over and over how important selling with a story is and how good it is for your business. Yes, we know that....now show us some stories.

It has very few stories in the back...other than that, the author wants you to understand that you should sell by telling stories.

Did I say that enough times already??? Cause the book keeps on going trying to convince you without giving much stories.

(5 stars) - For fundraisers, too
Fundraisers: Don't judge this book by its title. I'm a big fan of reading outside the bubble of the fundraising industry. Every so often your reward is you run across a shockingly helpful business book that seems at first glance to have nothing to do with fundraising -- and yet is profoundly helpful with that difficult enterprise. This is one of those titles: Storyselling for Financial Advisors.

But you say, "I'm not a financial advisor." And I say, "Are you so sure, Ms. and Mr. Fundraiser?" You ask strangers to trust you with their hard-earned money, right? Well, this sage book will explain how to do that task far more effectively, especially with mid-sized to major donors, using proven techniques developed by top-selling financial advisors. Among the book's key points: put away your charts and graphs and learn to speak intelligently to the right side of the prospect's brain, the place where the emotions reside.

(4 stars) - This book changed my approach to advising clients...
An excellent book well written and easy to read with just enough detail to be informative balanced with stories to make it readable. My biggest aha came from the the different styles of communication clients use and how I can better connect with them. This book was the first to cause me to focus on communicating better an speak in a way and method they can understand, imagine that! Well worth reading for veterans and rookies alike.

(5 stars) - This will make any financial advisor's career explode
I bought this book base on the recommendation of my mentor who is one of the best producer in the company (he's number 9 among 24,000 agents). I read through it and found that the financial advisors need to be more playful and more fun in order to connect with normal people. And normal people in this case are not middle-class or non-sophisticated investors. Some big-business owner or sophisticated investor want to be presented with something that is easy to understand. Plus, they also want to be entertained. This book will definitely worth your money and worth your time to read. It shouldn't be read only once. You should use it for reference if you feel "stuck" at the appointment or presentation. Also you should go back to it if you feel like your appointment or presentation that you've recently done was "dried" or "grim". This book will change all that. :)

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