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Serious Shift: How Experience Staging Can Save Your Practice Paperback – July 12, 2013
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About the Author
Dennis Moseley-Williams is an internationally known speaker and consultant to the financial services industry, specializing in the areas of practice management, business development and experience staging. Since 1997, his primary business goal and passion has been to help advisors create sustainable, predictable, and process-driven practices by integrating effective communications strategies and best business principles. He is founder of Dennis Moseley-Williams Strategic Consulting, specialists in helping organizations reach, connect with, and build innovative and positive relationships with their desired communities.
Top customer reviews
There are a couple ideas in the book that I really like. First, clients hire you because they want you to lead them. They want you to tell them what to do and lead the way. Deep down you know that already, but your lizard brain tells you that you must appease your clients. So, you compromise your process and no one really benefits in the long run.
The second point is that clients want a superior client experience. DMW's hair salon analogy is exactly right. No middle aged man with hair less than an inch long needs to pay a lot for a hair cut, but we do anyway. Why? Because they make us feel good when we are there. It's the same for your clients. The challenge is to always be improving your process so that clients always receive a superior experience. Dennis tells you how to do that.
Commit to improvement. You will be glad you did. So will your clients.
Serious Shift gives a simple and effective roadmap to defining the core beliefs and values of your business, executing on those beliefs to deliver the highest quality customer experience in the business, and ultimately leading to a practice that is equally fulfilling for you and your clients. In doing so, DMW will show you the road to referral nirvana.
I highly recommend this book to any financial advisor who is willing to look introspectively about the client experience they provide, and is determined to make the changes that will make it more rewarding for them and their clients.