Storyselling for Financial Advisors

by Mitch Anthony and Scott West

Book Overview

Learn what makes a client trust you to be their financial advisor.

Put the power of story telling into selling financial products. The authors explain the process of making these intuitive connections, then translate their findings into understandable and practical strategies that any financial professional can use. They present actual stories, including many by Warren Buffet, one of the greatest "storysellers" of all time. These actual stories...

• Format: Hardcover
• Language: English
• ISBN: 0793136644
• ISBN13: 9780793136643
• Release Date: January 2000
• Publisher: Kaplan Publishing
• Length: 256 Pages
• Weight: 1.38 lbs.
• Dimensions: 0.8" x 7.4" x 9.4"

Customer Reviews

Engage the Right Side of Your Brain

This is an excellent book. Numbers and statistics put clients to sleep. But describing a financial concept by telling a story engages the client(s). I am a Financial Advisor, and when people ask me what I do as a Financial Advisor, I tell them a story. Sometimes I go with this (this is not in the book): "The average American spends a dollar the following way: They spend $0.62 on standard of living, $0.25 on taxes, $0.10 on insurance, and $0.03 or less on savings. I find ways to reduce your tax liability, try to reduce your insurance while maintaining proper and adequate coverage, and see if we can cut some spending on standard of living." You would be surprised to see how clients listen to that versus a complex explanation of what a Financial Advisor does - because they can relate to a dollar and how it is spent. If you want to keep trying to imprees clients with how smart you are by using industry jargon, statistics, and other numbers - keep doing it; it may be one more client for me to hook. Buy this book.

Great...even for the seasoned professional.

This book provides many ways to explain difficult concepts to the average investor. I am far from being a rookie, and I found it to be very helpful in getting points across that may be mundane otherwise. Clients have been thanking me for explaining things in a format that can truly follow. I strongly recommend this book to anyone in the financial services profession - old and new.

Lessons in an age old method for modern times

Financial advisors, treat yourselves to this book! And buy a copy to give a colleague new to our profession! The message of this excellent book is this: "Sell what clients understand and relate to: concepts and benefits, not facts and figures. For by explaining concepts and benefits, they will understand and will in turn trust you." Story telling is one of the oldest and THE most effective way of educating and passing on information. I have been a financial advisor for 26 years and I profited greatly by reading this interesting and well written book. I wish I could have read it many years ago. HIGHLY RECOMMENDED!

Buy it now

This is an absolute must read for financial professionals. This book has helped me to greatly improved my practice. I now use anecdotes, stories, and analogies rather than ledgers and charts. Your clients will love your new, easy to understand approach.

Must Have, Must Read!

This book explains why some very smart people fail to achieve their potential in this fascinating and competitive industry: They do not connect with their clients at the level where decisions are made. Smart investment professionals who truly want to succeed need to integrate every idea and technique it contains so they can help their clients overcome their fears of investing and move confidently toward their financial goals. As a certified financial planner, president of a securities firm, and industry veteran of fifteen years, I immediately recognized the tremendous value of this book. I ordered Storyselling for every investment representative in our company and for each executive in our financial services group.