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From Selling to Serving: The Essence of Client Creation Hardcover – June 1, 2004


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Product Details

  • Hardcover: 240 pages
  • Publisher: Kaplan Business (June 1, 2004)
  • Language: English
  • ISBN-10: 0793192072
  • ISBN-13: 978-0793192076
  • Product Dimensions: 9 x 0.6 x 6 inches
  • Shipping Weight: 1.2 pounds
  • Average Customer Review: 4.8 out of 5 stars  See all reviews (5 customer reviews)
  • Amazon Best Sellers Rank: #3,309,875 in Books (See Top 100 in Books)

Editorial Reviews

About the Author

Lou Cassara, CEO and founder of The Cassara Clinic™ LLC and Cassara Associates, has been motivating people to realize their true potential for more than 20 years.  In his award-winning sales career, he was named as one of the top 20 all-time career producers for Northwestern Mutual, was ranked in the top 1% of his peers and was a Top of the Table member of the Million Dollar Round Table for ten years, before becoming a coach, speaker and consultant.  

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Customer Reviews

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Most Helpful Customer Reviews

5 of 5 people found the following review helpful By E. C Kammeyer on July 30, 2004
Format: Hardcover
Lou Cassara is by far one of the best producers in the financial security industry. Just like he handles his clients, he has come through for the rest of us with this truly powerfull book that will give you not only the resources, but the insight necessary to create new and better relationships with your clients, friends and families on a very caring and intimate level. After reading this book and developing what Lou calls your Personal Value Statement, I imediately saw results in the conduct and content of the conversations I was having with EVERY single indivudual I came in contact with. This book is about much more than what might apear to be on the surface. I truly believe that if you apply the deep wealth of clear information into your life, you will be a much happier, effective, and caring individual. As Stephan Covey would put it, I have had a major paradigm shift after reading the book and completing its excercises just once. I plan on studying the book many times over, and strongly reccomend that if you are having trouble identifying in your relationships that you need to read this book. It will help you pick up priceless advice you will get NO WHERE else. I hope you all enjoy this book as much as I have, and a sincere thanks to Lou and all the work he has put into this book, it is truly a life impacting work.

Edward K.
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By Kit Kat on April 2, 2005
Format: Hardcover
This is a hands on guide to your career. I am brand new in the business and found it to be extremely helpful. It is almost like having a veteran agent/rep. sitting in your back pocket ready to give you all the advice, tips, and lessons you need at a moments notice. He give you the tools necessary to succeed and do well in this extremely difficult business. At the end of every chapter is a lesson for you to think through and work on. I loved it! You're not just reading the words, but you are actually putting those words into action and taking that first step towards building your practice. I loved it, I love Lou Cassara (I heard him speak once), and I think you will love it as well. :)
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By J. Scott on November 3, 2006
Format: Hardcover Verified Purchase
Absolutely essential reading for the new school salesperson. Sales trainer, Cassara, makes the point we need to be authentic people providing value to those we sell. The value is not so much the product or service we offer which is often a commodity from the marketplace's stanpoint, but is our unique positive character traits which will align with client needs. The book contains worksheets designed to identify qualities in us that customers will find attractive and build conidence in ourselves knowing we are really helping others. Overlook the too cute acronyms for the excersises and worksheets.
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By MBatt on January 10, 2007
Format: Hardcover
Understanding the essence of Lou's Client Creator model and implementing it in your business, allows you to gain 'trusted advisor' status with your clients. He walks you through the process of developing your own style/script so that you can be the first class version of yourself rather than a second rate version of another successful sales representative.

If you are serious about bringing value to your clients and learning what matters most to them, read this book.

It's highly recommended for clients of Battson Coaching who are selling products or services.
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Format: Hardcover
The further I got into this book the more I was moved. Lou Cassara does a great job with powerful quotes preceding each chapter and practical exercises at the end of each one. He is "spot-on" when he says: "All relationships are a reflection of the one you have with yourself". His explanations of VCR, Integrity Quotient, and Trust Factor Question allowed me to use practical suggestions to improve my interaction with prospects and clients. Read this book and share the learning--you will be inspired to pass it on!
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