Storyselling for Financial Advisors : How Top Producers Sell

I've been in the Financial Services business for over 20 years, and since day one, I've been told to present charts, stats, figures, etc. to clients. This type of process is shoved down our throats in this industry.Fortunately, I "got it" long ago and began including right-brain thinking into my presentations. This book, however, has crystallized those beliefs and taken me to the next level.West and Anthony have hit upon a concept that is not necessarily new; however, they have done an excellent job of bringing storyselling to a conscious level for the niche that includes Financial Advisors.I make decisions for myself and my family via careful analysis of facts (or so I think); however, after much thought (pun not intended), I now realize that my emotions play a larger part of that decision-making process. If I "feel" right about something, it's a done deal. Having stated that fact, I wonder: why should my clients be any different?We all think in pictures. Contemplate this: when someone tells you something (or you read something), does your mind see the words they say or that you read? No! You see pictures, photos, etc. This is the way we think, and this is the way sales and communication must be approached. Create pictures that depict what people want to achieve (with honesty and with their best interests at heart, of course; this goes without saying), and success is ensured.This is where storyselling comes in, and this is why this book is so important to those in the Financial Services industry. It cuts to the core of proper communication techniques. This is NOT about manipulation; that would simply be unethical, at the very least. This is purely about finding a better way to communicate your message in a way that will allow others to understand and benefit.A fantastic volume; I highly recommend it!

This book also includes many Warren Buffett quotes, that can be memorized and used in many situations. really enjoyed the "across the bow" approach; this book gave refreshing insight and wording that cuts through complicated financial knowledge to the heart of what's relevant to the BUYER. The book's essence goes far beyond the social constructs of the time it was written, and its message is readily applicable to mastery of sales, whether products or services.

Everyone else has said how good this book is and agree with them.If you want the electronic version, you must download to iPad or something of similar size because the book is downloaded as an image and if you are using a phone or Paperwhite, you will need to zoom in and swipe left to right throughout the entire book.

Fundraisers: Don't judge this book by its title. I'm a big fan of reading outside the bubble of the fundraising industry. Every so often your reward is you run across a shockingly helpful business book that seems at first glance to have nothing to do with fundraising -- and yet is profoundly helpful with that difficult enterprise. This is one of those titles: Storyselling for Financial Advisors.But you say, "I'm not a financial advisor." And I say, "Are you so sure, Ms. and Mr. Fundraiser?" You ask strangers to trust you with their hard-earned money, right? Well, this sage book will explain how to do that task far more effectively, especially with mid-sized to major donors, using proven techniques developed by top-selling financial advisors. Among the book's key points: put away your charts and graphs and learn to speak intelligently to the right side of the prospect's brain, the place where the emotions reside.

Storyselling for Financial Advisors is one of the Best books I've ever read to help salespeople clarify their explanations through the simple use of stories and analogies. I've told more than 10,000 advisors about this book and encouraged them to buy it, so that they can help their clients understand investing, asset allocation, the rule of 72, etc.Neil Wood, author the Amazon Best Selling: The Best Practices of Successful Financial Advisors

This is an excellent book that goes to the heart of interpersonal communication in regards to the marketing of financial services but the principals laid out really do apply to any walk of life. Of course, the art of persuasion can be either for good or for greed in this case. I would hope that whoever sits down with individuals and families has it within them to do the right thing and provide financial services for their customer's needs and not just to create personal revenue from a transaction. I was part of a financial seminar given for financial advisers in which Mr. West was a speaker. He indeed embodies the content of this book and I'm sure would have been wildly successful in any avenue of sales or whatever he pursued.

Good content, but as with most sales books I read, I always think to myself, "Geez, they could have written this book with half as many words and charged me a lot less for the book."This one is no different. Love the content, but it could have been a shorter less expensive read in my opinion and been just as effective.

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.

For a long time I was annoyed by the fact that Financial Planners/IFAs/Brokers, who were far less technically competent than me were becoming more successful, i.e. transacting more business. I decided to do something about it, (other than taking yet more advanced qualifications) - so I bought this book!I completed this excellent book in less than two days, I couldn't put it down. Being a well qualified Financial Planner I tend to rely (perhaps rather arrogantly) on my technical ability to win business, which does work in a number of cases, but definitely not always! I've struggled with what I used to refer to as the 'human aspect' of Financial Planning, I would often think to myself after what I would describe as a successful client meeting "why the heck didn't they go for that? It's exactly what they need/want", whereas now I understand that the 'technical sale' appeals to some clients, it doesn't appeal to the majority. I now very clearly see the 'sales aspect' as being equally important as being technically competent - you have to be both!I've considered a number of past cases where I haven't managed to complete business cases successfully and this book has 'hit a nerve' and made me realise the error of my ways, if I had read this book before, I would be in a stronger position in my career.I'm looking forward to putting more structure into my client presentations and increasing my results. One final point, this book highlights the fact that Financial Planning is not just a science but also an art.Best,

Excellent Book. Very insightful! A must buy if you are an IFA, Wealth Adviser, Mortgage Consultant or Investment Manager.

SomE useful tips and good refresher. You will probably only take a handful of points made into practise. Ok bye

Perfect, thank you. No Issues to report

A good book for any salesman you can learn a lot