Your client's story : know your clients and the rest will follow

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Title:

Author:

West, Scott, 1959-

ISBN:

9780793195701

Personal Author:

West, Scott, 1959-

Publication Information:

Chicago : Dearborn Trade Pub., c2005.

Physical Description:

xi, 239 p. : ill. ; 23 cm.

General Note:

Includes bibliographical references (p. 195-200) and index.

Contents:

Introduction the end of the process as we know it -- The recovery of discovery -- The magnetic power of curiosity -- Six degrees of separation: how you can connect with anyone...anywhere -- Why we can't resist a great question: 11 reasons to stop telling and start asking -- Interested not interesting: find out what makes each client unique -- The question is the answer: moving from monologues to dialogues -- Merging the quantitative and the qualitative -- Part II Questions about life -- Where your client has been: mastering the historical inquiry -- The experience inquiry -- Where your client is: mastering the transitions inquiry -- How your client got there: mastering the principles inquiry -- Where your client wants to be: mastering the goals inquiry -- Part III Intelligent inquiries for building your business -- They mean business: dialogues with the small business owner -- The new retirement dialogue -- The paycheck for life dialogue -- The venture philanthropy dialogue -- The mature dialogue: the legacy dialogue.

Abstract:

"Research shows that the most successful financial advisors are those with a discovery process that goes beyond the "what do you have and where is it?" discussion. The advisors' initial dialogues cut to the core of who the prospects are and, ultimately, how they want to use their money. Curiosity and empathy are these advisors' personal hallmarks. As a result, they earn the greatest client trust - and more assets to manage." "Your Client's Story provides hands-on biographical tools to do just that: build a successful financial services business by centering conversations around what is most pertinent to your clients' and prospects' lives. Whether you're an industry newcomer, or an established professional wanting to take your business to a higher level, Your Client's Story will equip you with the information you need to become a world-class story gatherer and successful financial advisor."

"The authors share customized "discovery dialogues" for more than 50 life transitions, 50 life goals, and myriad other financial life issues. Each dialogue includes corresponding questions to ask your client or prospect, and the financial implications that need to be addressed as a result. Also featured are success stories of how the approach has revolutionized advisors' and planners' businesses, as well as the lives of their clients."--BOOK JACKET.

Subject Term:

Financial planners.

Investment advisors.

Customer relations.

Interpersonal communication.

Added Author:

Anthony, Mitch.

Electronic Access:

Table of contents http://www.loc.gov/catdir/toc/ecip058/2005004959.html
Publisher description http://www.loc.gov/catdir/enhancements/fy0708/2005004959-d.html

Copies:

Available:*

Library	Material Type	Item Barcode	Shelf Number	Copy	Status
Searching... 1:IIEMSA	1:GEN-BOOK	33168020393175	332.62 W521Y 2005	1	Searching... Unknown

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Summary

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.