Mitch Anthony - For more than a decade, helping organizations and individuals master the art of client conversations.
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The Bean is not Green (Book and DVD)
The Cash in the Hat (Book)
The Cash in the Hat (DVD and Discussion Guide)
The Daily Dose (Book)
Defining Conversations (Book)
The Financial Lit-Kit (Set of Books)
The Financial Professional's StoryBook (Book)
From the Boiler Room to the Living Room (Book)
Making the Client Connection (Book)
Moving from Me to We
(4 CD set)
The New Retirementality (Book)
Selling With Emotional Intelligence (Book)
StorySelling for Financial Advisors (Book)
Where Did the Money Go? (Book)
Your Clients for Life (Book)
Your Client's Story (Book)
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Your Client's Story book cover

Your Client's Story (Paperback)

Know Your Clients and the Rest Will Follow

by Scott West and Mitch Anthony


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$9.99 E-Book Kindle Buy at Amazon $9.99 E-Book Kindle Buy at Amazon




Most clients invest only 20 to 30 percent of their assets with a financial advisor. But some financial advisors invest 100 percent of their clients' assets. Your Client's Story describes the secret of their astounding success.

Over a period of three years, authors Scott West and Mitch Anthony studied the winning approaches used by financial advisors who managed 100 percent of their clients' assets. Notably, the most successful ones had mastered the ability to engage in a discovery dialogue where clients openly expressed their financial objectives and motivations. The best financial advisors knew how to listen, ask the right questions, and create an atmosphere of real empathy.

Your Client's Story includes specific scripts for reenacting winning discovery dialogues geared to the life situations, transitions, and goals that drive financial planning. Financial planners and advisors share their stories, explaining how they've changed the way they do business, and how these changes have generated bigger books of business. Clients also tell their side of the story, explaining how the discovery dialogue has enhanced the entire financial planning process.

ALSO OF INTEREST: StorySelling for Financial Advisors (Book)
The Financial Professional's StoryBook (Book)