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Your Client's Story Hardcover – January 1, 2005


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Product Details

  • Hardcover: 256 pages
  • Publisher: Kaplan Business (January 1, 2005)
  • Language: English
  • ISBN-10: 0793195705
  • ISBN-13: 978-0793195701
  • Product Dimensions: 0.8 x 7.4 x 9.4 inches
  • Shipping Weight: 1.2 pounds
  • Average Customer Review: 4.4 out of 5 stars  See all reviews (5 customer reviews)
  • Amazon Best Sellers Rank: #720,988 in Books (See Top 100 in Books)

Editorial Reviews

About the Author

Mitch Anthony is President of Advisor Insights, Inc., a firm specializing in relational skills training for financial services professionals.  Anthony’s work has been featured on ABC Evening News with Peter Jennings, CNN, Bloomberg, CBS Marketwatch, Kiplingers Personal Finance Magazine and many more. 

 

Gary DeMoss is director of Van Kampen Consulting, which provides communication and relationship skills training to financial advisors.  He is an award-winning corporate sales and marketing executive and continues to speak to industry groups on sales and marketing topics.


More About the Author

Scott West is senior vice president of marketing for Van Kampen Funds. A nationally renowned speaker to the retail brokerage community, he is best known for creative marketing strategies geared to financial services professionals.

Customer Reviews

4.4 out of 5 stars
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Most Helpful Customer Reviews

8 of 10 people found the following review helpful By Michael Franklin on March 17, 2006
Format: Hardcover
Life planning is much more than a catch phrase, it is a complete different way of doing financial planning. Gone are the days of asking our clients to simply fill out a financial questionnaire listing out our client's assets, liabilities, job titles, and insurances. The goal of a financial advisor should not be to see what investments we can sell our clients and which insurance products we can sell and get the most commissions. Our goal as financial "advisors" should be to seek understanding our clients, and to help them fulfill their dreams using the tools we have as professionals at our disposal. This book helps define the process of revealing who our clients are, what their stories are, and how that affects not only their current life situation but also their goals and deams. Everyone has a story to tell. This book will help you get past your own agenda (as I believe almost all financial advisors have)and listen to what your clients are really looking for and asking.
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Format: Kindle Edition Verified Purchase
If you deal with the public, you need to read this book. It is so true. I have seen what he says here in action and it works. It really works, getting the clients story. What makes a person interesting is they are interested.
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By Duquesa on March 19, 2012
Format: Kindle Edition Verified Purchase
the book is very straight forward and easy to understand...i learned alot and has been able to apply in my everyday job. would highly recommend.
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Format: Paperback
This book really explains what needs to be done to involve the client. Taking the spotlight off of oneself and focusing on what the client needs. Excellent work!
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Format: Hardcover Verified Purchase
This book is especially good to shake up the way financial advisors, bankers, CFP and others who frequently work with people and their finances. It goes back to relationship knowledge and building aND LEARNING TO BE CURIOUS AGAIN. It is so common sense that SOME may think it's not sophisicated enough but Oh,don't be fooled! It is ideal to combine with a new CRM and thats what we intend to do. It is required reading for our upper management team.
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