Storyselling for Financial Advisors : How Top Producers Sell

by Scott West, Mitch Anthony

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.

Genres: Business, Finance, Nonfiction, Self Help

246 pages, Hardcover

First published January 12, 2000

Reviews

[Jon · Rating 5 out of 5]

A great read not just because I'm going to become a financial advisor starting March 12th, but just an overall excellent book with great anecdotes and analogies to utilize. Book was written back in 2000 but is timeless in its suggestions. It will be something I refer back to regularly.

[John Canque · Rating 4 out of 5]

I put this book down for a month in the middle but I have to say that this book does a great job showing the reader how to sell using a story, how to change stories for different targets, and it had a lot of examples that can be used.

[Wesley K. Brown · Rating 4 out of 5]

Effective communication is the key to connect and move folks closer to their goals. This book does a good job of first reviewing the neuroscience behind how we think and make decisions and then goes on to give a practical guide to how to best approach client presentations.

[Clarke Smith · Rating 2 out of 5]

Great concept. Terrible delivery. Maybe the updated version is better.

[Pete Klein · Rating 5 out of 5]

Really great book for the new Financial Advisor. Great tips, ideas, and strategies. Helps you better understand the different approaches to serving a diverse customer base.

[Arran Maran · Rating 3 out of 5]

Ok

[Carlos G. · Rating 3 out of 5]

Two feet storytelling techniques Many good advices how to sell financial goods

[Lim Yi · Rating 4 out of 5]

Lots of theory to have a good frame of mind. But the work comes from the execution.

[Jason Wicky Ong · Rating 5 out of 5]

The book spent the front part convincing you why storytelling works. Unfortunately, very little technique is taught.

Later on, the book teaches you how to identify and handle different clients but very little is shared about story telling.

The stories given are alright but very few of them are actually funny.

This book is still very important to me nonetheless.

[May Ling · Rating 4 out of 5]

An Interesting book about the 9 lives of the affluent. I found the section in the back on how men vs. women communicate to be exceedingly insightful.

[Ryan · Rating 2 out of 5]

There are definitely a few gems in here. You just have to sift through the so-so material to find them.

[Tim · Rating 2 out of 5]

I really wouldnt bother with this cheese!

[Nick Woodall · Rating 4 out of 5]

A great book for financial planners or any profession that needs to use stories to sell. This is a must-read for any salesman.