From Selling to Serving: The Essence of Client Creation

by Lou Cassara

Book Overview

Many people in advisory roles - financial services providers, attorneys, brokers, insurance representatives, even doctors - are at a crossroads. The old model of relating to customers isn't working.... This description may be from another edition of this product.

• Format: Hardcover
• Language: English
• ISBN: 0793192072
• ISBN13: 9780793192076
• Release Date: June 2004
• Publisher: Dearborn Trade
• Length: 240 Pages
• Weight: 1.15 lbs.
• Dimensions: 0.9" x 6.4" x 9.3"

Customer Reviews

Inspirational and Practical

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!

Create lasting Clients

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.

Make room on your bookshelf

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.

Great!

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. :)

Deep thoughts for everyone in need of coaching

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.