Summary of Storyselling for Financial Advisors

How Top Producers Sell

Kaplan Publishing, more...

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Storyselling for Financial Advisors book summary
Use savvy storytelling to target your financial consulting services to reach the very rich.


9 Overall

10 Applicability

8 Innovation

8 Style


Almost every financial advisor will find this useful. Authors Scott West and Mitch Anthony summarize many important facts of life in sales, and they do so in a concise, highly readable style that is free of jargon. They counsel financial advisors to communicate with clients in easily understandable language, using self-deprecating wit, stories and vivid metaphors. They rightly remind readers that people make decisions about advisors based on what they feel more than on the quality of the advisors’ charts and graphs. Then, they discuss different potential clients and show advisors how to appeal to the most critical, most rapidly expanding target markets. highly recommends this specific, focused sales guide to financial advisors.

In this summary, you will learn

  • How to build a successful financial advisor practice by using storytelling and story selling
  • How to communicate with your target markets


Selling Through StorytellingThe authors studied the best financial advisors and discovered that the most successful ones sell in a simple, compelling way communicate extraordinarily well; know their audience deeply and stay focused on it.Simplicity sells. Some brokers and financial advisors try to blind...
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About the Authors

Scott West is senior vice president of marketing for Van Kampen Funds, Inc. Mitch Anthony is a professional speaker and communications consultant.

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