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Description - Storyselling for Financial Advisors by Scott West

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 can help financial pros tap into the "gut reaction" of different types of clients. The book also includes special topics on communicating to women, the 50+ market, and the affluent.

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Book Details

ISBN: 9780793136643
ISBN-10: 0793136644
Format: Hardback
(229mm x 184mm x 17mm)
Pages: 256
Imprint: Kaplan Trade
Publisher: Kaplan AEC Education
Publish Date: 26-Nov-1999
Country of Publication: United States

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Author Biography - Scott West

Scott West is senior vice president of marketing for Van Kampen Funds. A nationally renowned speaker to the retail brokerage community, he is best known for creative marketing strategies geared to financial services professionals. A nationally respected authority on communications and relationship building within the financial industries, Mitch Anthony is committed to helping the industry formulate a new role for financial advisors. He is the coauthor of The Financial Professional's Guide to Persuading 1 or 1,000 and the author of The New Retirementality. To learn more about Mitch Anthony, visit his website at