Storyselling for Financial Advisors : How Top Producers Sell

Rating:
Summary: A Story's Worth a Hundred Charts !
Review: In an increasingly crowded and competitve marketplace for individual financial services, the key to success lies in making that special connection with the customer. Financial planning too often gets bogged down in quantitative overanalysis: Alphas, Betas, Sharpes, Distribution Analysis, Volatility, etc.While these measures are all important in portfolio management and security selection, the key to winning the trust of the investing public is qualitative and personal.
People choose a financial professional based on trust and the assurance that they speak the same financial language.
StorySelling addresses this key issue of relating to the customer. The best way to communicate complicated quantitative information is through the use of stories: real-life examples, metaphors, and allegories of decision-making on a human, personal, emotional level. Ultimately, all financial decisions and the forging of professional relationships in the financial services arena are emotional ones.
Story Selling illustrates for us how to connect with customers on the emotional plane through stories. Bravo !

Rating:
Summary: Something for Everyone
Review: No matter how long you have been in the financial world, I suspect you will find something useful in this excellent book. As a financial professional, a strong analytical side is imperative... but this but book is a great reminder that you need to connect with your clients and prospects on other levels as well. For veteran sales people, much of this will probably be old hat, but there are lots of specific examples, many of which I have begun to incorporate into my own presentations. Even one good idea will more than compensate for the cost of the book and your time and I suspect that most people will get far more than one. I encourage anyone involved in direct client contact to make the investment in this book.

Rating:
Summary: Something for Everyone
Review: No matter how long you have been in the financial world, I suspect you will find something useful in this excellent book. As a financial professional, a strong analytical side is imperative... but this but book is a great reminder that you need to connect with your clients and prospects on other levels as well. For veteran sales people, much of this will probably be old hat, but there are lots of specific examples, many of which I have begun to incorporate into my own presentations. Even one good idea will more than compensate for the cost of the book and your time and I suspect that most people will get far more than one. I encourage anyone involved in direct client contact to make the investment in this book.

Rating:
Summary: A Must Read for Financial Professionals
Review: Scott West and Mitch Anthony have written a book that belongs on every financial professional's desk! If you work with clients, this is must-read. I have yet to find a better way to communicate with clients about the complex world of investing. If you want to stand out from the crowd and work with the clients you've always wanted, here's a financial tip for you: Buy this book - now! Thanks Scott and Mitch for writing a real winner.

Rating:
Summary: As useful as it is entertaining
Review: The best salespeople have always sold with stories, stories of success, of winning vs. terrible odds, stories designed to connect emotionally with a buyer. Indeed, the more abstract the sale, the greater the need for a story and Storyselling does a wonderful job of illustrating that point. Stories are like metaphors and analogies--which I feature in my new book, "METAPHORICALLY SELLING:How to use the magic of metaphors to sell, persuade, & explain anyting to anyone"--they have the power to grab, engage, and make a point instantly. They are truly "weapons of mass understanding."

Rating:
Summary: Must Have, Must Read!
Review: 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.

Rating:
Summary: Nothing new here
Review: this book has nothing new. It is just a compilation of other books and studies. If you are currently a financial advisor the information in this book should already be known. If you are new to the business you should find a great benefit. As I read the book I kept thinking I had read it before word by word. I am certain I did not.

Rating:
Summary: Great...even for the seasoned professional.
Review: 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.

Rating:
Summary: Buy it now
Review: 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.

Rating:
Summary: Big Disappointment
Review: This might be o.k. for a rookie advisor with no prior experience, maybe right out of college. I really got no value out of this book.