| | |  | Training | Home » » Storyselling for Financial Advisors : How Top Producers Sell | | | | | | | Description: | | Using similes, metaphors, anecdotes, illustrations, and asking open-ended questions, then really listening to clients' stories, histories and backgrounds can elicit valuable information. Highly persuasive individuals and many of the top financial professionals use this communication style intuitively, making deep human connections with their clients. From this deeper understanding, they are better able to serve clients' financial needs--and sell more effectively in the process. 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 Details: | | | Author:
| Scott West | | Hardcover:
| 256 pages | | Publisher:
| Kaplan Publishing | | Publication Date:
| January 12, 2000 | | Language:
| English | | ISBN:
| 0793136644 | | Product Length:
| 9.4 inches | | Product Width:
| 7.44 inches | | Product Height:
| 0.8 inches | | Product Weight:
| 1.3 pounds | | Package Length:
| 9.1 inches | | Package Width:
| 7.3 inches | | Package Height:
| 0.9 inches | | Package Weight:
| 1.2 pounds | | Average Customer Rating:
|  based on 38 reviews |
| | | | Used and New: | | | |
| All | |
| $7.51 | Used
- Good | | | $7.51 | Used
- Acceptable | | | $7.51 | Used
- Acceptable | | | $7.51 | Used
- Good | | | $7.52 | Used
- Good | | | $7.52 | Used
- Acceptable | | | $7.52 | Used
- Good | | | $7.54 | Used
- Acceptable | | | $7.55 | Used
- Good | | | $8.08 | Used
- Good | | | $8.10 | Used
- VeryGood | | | $8.95 | Used
- VeryGood | | | $9.00 | Used
- Acceptable | | | $9.11 | Used
- VeryGood | | | $9.65 | Used
- Good | | | $9.99 | Used
- Acceptable | | | $10.41 | Used
- Good | | | $10.50 | Used
- VeryGood | | | $10.86 | Used
- Mint | | | $10.95 | Used
- VeryGood | | | $11.00 | Used
- VeryGood | | | $11.50 | Used
- Good | | | $12.00 | Used
- Good | | | $12.30 | Used
- VeryGood | | | $12.50 | New | | | $12.67 | Used
- Good | | | $12.88 | New | | | $12.88 | New | | | $12.88 | New | | | $13.00 | Used
- Mint | | | $13.00 | Used
- Mint | | | $13.99 | Used
- Acceptable | | | $14.28 | Used
- Mint | | | $14.50 | Used
- VeryGood | | | $14.85 This item is eligible for FREE Super Saver Shipping on orders over $25. | Used
- Mint | | | $14.85 | New | | | $14.88 | New | | | $14.99 | Used
- Acceptable | | | $15.00 | Used
- Mint | | | $15.00 | Used
- Mint | | | $15.00 | New | | | $15.41 | Used
- Good | | | $15.72 | New | | | $15.73 | New | | | $15.75 | New | | | $15.87 | Used
- Mint | | | $15.95 | New | | | $15.96 | Used
- Mint | | | $15.96 | New | | | $17.50 | Used
- Mint | | | $17.62 | New | | | $17.64 This item is eligible for FREE Super Saver Shipping on orders over $25. | New | | | $18.50 | Used
- VeryGood | | | $18.94 | New | | | $18.95 | Used
- VeryGood | | | $18.97 | Used
- Mint | | | $19.00 | Used
- Mint | | | $19.50 | Used
- Mint | | | $19.75 | Used
- VeryGood | | | $20.00 | Used
- Mint | | | $20.00 | Used
- Good | | | $20.00 | New | | | $20.00 | New | | | $20.28 | New | | | $20.65 | New | | | $20.71 | Used
- VeryGood | | | $20.88 | Used
- Mint | | | $20.88 | New | | | $20.96 | Used
- Mint | | | $20.96 | New | | | $21.44 | Used
- VeryGood | | | $21.89 | Used
- Mint | | | $22.10 | New | | | $22.16 | New | | | $22.24 | Used
- Mint | | | $22.25 | Used
- Mint | | | $22.31 | New | | | $22.35 | Used
- Mint | | | $22.52 | New | | | $22.66 | New | | | $22.68 | New | | | $22.89 | New | | | $22.90 | Used
- Mint | | | $22.99 | New | | | $23.44 | New | | | $23.69 | New | | | $24.14 | New | | | $24.22 | New | | | $24.32 | New | | | $25.08 | New | | | $25.59 | New | | | $26.52 | New | | | $27.00 | New | | | $27.45 | New | | | $28.00 | Used
- Mint | | | $28.28 | New | | | $29.02 | New | | | $29.48 | New | | | $30.00 | New | | | $30.00 | New | |
| New | |
| $12.50 | New | | | $12.88 | New | | | $12.88 | New | | | $12.88 | New | | | $14.85 | New | | | $14.88 | New | | | $15.00 | New | | | $15.72 | New | | | $15.73 | New | | | $15.75 | New | | | $15.95 | New | | | $15.96 | New | | | $17.62 | New | | | $17.64 This item is eligible for FREE Super Saver Shipping on orders over $25. | New | | | $18.94 | New | | | $20.00 | New | | | $20.00 | New | | | $20.28 | New | | | $20.65 | New | | | $20.88 | New | | | $20.96 | New | | | $22.10 | New | | | $22.16 | New | | | $22.31 | New | | | $22.52 | New | | | $22.66 | New | | | $22.68 | New | | | $22.89 | New | | | $22.99 | New | | | $23.44 | New | | | $23.69 | New | | | $24.14 | New | | | $24.22 | New | | | $24.32 | New | | | $25.08 | New | | | $25.59 | New | | | $26.52 | New | | | $27.00 | New | | | $27.45 | New | | | $28.28 | New | | | $29.02 | New | | | $29.48 | New | | | $30.00 | New | | | $30.00 | New | |
| Used | |
| $7.51 | Used
- Good | | | $7.51 | Used
- Acceptable | | | $7.51 | Used
- Acceptable | | | $7.51 | Used
- Good | | | $7.52 | Used
- Good | | | $7.52 | Used
- Acceptable | | | $7.52 | Used
- Good | | | $7.54 | Used
- Acceptable | | | $7.55 | Used
- Good | | | $8.08 | Used
- Good | | | $8.10 | Used
- VeryGood | | | $8.95 | Used
- VeryGood | | | $9.00 | Used
- Acceptable | | | $9.11 | Used
- VeryGood | | | $9.65 | Used
- Good | | | $9.99 | Used
- Acceptable | | | $10.41 | Used
- Good | | | $10.50 | Used
- VeryGood | | | $10.86 | Used
- Mint | | | $10.95 | Used
- VeryGood | | | $11.00 | Used
- VeryGood | | | $11.50 | Used
- Good | | | $12.00 | Used
- Good | | | $12.30 | Used
- VeryGood | | | $12.67 | Used
- Good | | | $13.00 | Used
- Mint | | | $13.00 | Used
- Mint | | | $13.99 | Used
- Acceptable | | | $14.28 | Used
- Mint | | | $14.50 | Used
- VeryGood | | | $14.85 This item is eligible for FREE Super Saver Shipping on orders over $25. | Used
- Mint | | | $14.99 | Used
- Acceptable | | | $15.00 | Used
- Mint | | | $15.00 | Used
- Mint | | | $15.41 | Used
- Good | | | $15.87 | Used
- Mint | | | $15.96 | Used
- Mint | | | $17.50 | Used
- Mint | | | $18.50 | Used
- VeryGood | | | $18.95 | Used
- VeryGood | | | $18.97 | Used
- Mint | | | $19.00 | Used
- Mint | | | $19.50 | Used
- Mint | | | $19.75 | Used
- VeryGood | | | $20.00 | Used
- Mint | | | $20.00 | Used
- Good | | | $20.71 | Used
- VeryGood | | | $20.88 | Used
- Mint | | | $20.96 | Used
- Mint | | | $21.44 | Used
- VeryGood | | | $21.89 | Used
- Mint | | | $22.24 | Used
- Mint | | | $22.25 | Used
- Mint | | | $22.35 | Used
- Mint | | | $22.90 | Used
- Mint | | | $28.00 | Used
- Mint | |
| | | | Customer Reviews: | |
Average Customer Review:
 ( 38 customer reviews )
Write an online review and share your thoughts with other customers.
Most Helpful Customer Reviews
38 of 39 found the following review helpful:
 Engage the Right Side of Your BrainOct 09, 2005
By J.D. Cahill
"J.D. Cahill"
This is an excellent book. Numbers and statistics put clients to sleep. But describing a financial concept by telling a story engages the client(s). I am a Financial Advisor, and when people ask me what I do as a Financial Advisor, I tell them a story. Sometimes I go with this (this is not in the book): "The average American spends a dollar the following way: They spend $0.62 on standard of living, $0.25 on taxes, $0.10 on insurance, and $0.03 or less on savings. I find ways to reduce your tax liability, try to reduce your insurance while maintaining proper and adequate coverage, and see if we can cut some spending on standard of living." You would be surprised to see how clients listen to that versus a complex explanation of what a Financial Advisor does - because they can relate to a dollar and how it is spent. If you want to keep trying to imprees clients with how smart you are by using industry jargon, statistics, and other numbers - keep doing it; it may be one more client for me to hook. Buy this book.
36 of 39 found the following review helpful:
Must Have, Must Read!Jul 25, 2000
By Thomas Howard
This book explains why some very smart people fail to achieve their potential in this fascinating and competitive industry: They do not connect with their clients at the level where decisions are made. Smart investment professionals who truly want to succeed need to integrate every idea and technique it contains so they can help their clients overcome their fears of investing and move confidently toward their financial goals. As a certified financial planner, president of a securities firm, and industry veteran of fifteen years, I immediately recognized the tremendous value of this book. I ordered Storyselling for every investment representative in our company and for each executive in our financial services group.
16 of 17 found the following review helpful:
 And What a Story Told!Oct 20, 2005
By Scuba Diver
Uncommon common sense in approaching potential clients and establishing the vital basis of trust to move an initial meeting into a meaningful, long-term relationship beneficial to both parties. West & Anthony capture the very essence of building on the fundamentals of a value-added client experience, focusing on the essential concept of building the one-on-one rapport that establishes an advisor as the advisor of choice (and sets the stage ultimaely for quality referrals.) I especially enjoyed reading Chapter 13 "Let Me Tell You a Story" focusing on analogies and metaphors--fantastic! A good read and an excellent philosophy to establishing a financial advisory practice. 4 Stars.
41 of 49 found the following review helpful:
 DisappointedAug 28, 2003
By Ric G
I was really disappointed with this book. I was looking for a book that would help me structure my presentation and give me a pool of metaphors and analogies that I could use to help clients understanding. Whilst the end of the book contains maybe 25 metaphor presentations on various topics (diversification, why use an adviser, bear markets etc.) the rest of the book is pretty much filler.
Quotes take up half of nearly every page. There are chapters that discuss presenting to the 65+ market and to women that contain very little useful information. There's a frustrating section discussing the "science" behind storyselling.[ This book isn't worth $5, let alone the $30 it retails for.]
10 of 10 found the following review helpful:
Great...even for the seasoned professional.Dec 30, 2002
This book provides many ways to explain difficult concepts to the average investor. I am far from being a rookie, and I found it to be very helpful in getting points across that may be mundane otherwise. Clients have been thanking me for explaining things in a format that can truly follow. I strongly recommend this book to anyone in the financial services profession - old and new.
See all 38 customer reviews on Amazon.com
| | |
|
