- The Cash in the Hat
- The Bean is Not Green
- Where Did the Money Go?
- Spending (Where Did the Money Go?)
- Managing Debt (The Cash in the Hat)
- Investing (The Bean is Not Green)
by Mitch Anthony and Scott WestNamed the number one "must read" by Financial Planning Magazine! Highly persuasive individuals—including many top financial professionals—engage clients by using similes, metaphors, anecdotes, and illustrations. They ask open-ended questions and listen intently to clients' stories, histories, and backgrounds to elicit valuable information and make deep human connections. This communication style allows them to better serve their clients' financial needs. In this bestselling classic, authors Scott West and Mitch Anthony explain how to make these intuitive connections, and they outline understandable and practical strategies that any financial professional can use.
5 Skills for Building Stronger Client Relationships by Mitch AnthonyIn today's ultra-competitive business environment, it's not enough for sales professionals to be adept at technical and tactical skills such as getting appointments, making presentations, and closing deals. To really succeed, they must develop and apply their relational skills—or what is known as emotional intelligence—to help them connect with people, recognize customer wants and needs, and build strong, lasting relationships. In Selling with Emotional Intelligence, Mitch Anthony presents the first-ever examination of emotional intelligence as it relates to sales performance. Readers will learn what emotional intelligence is, and how they can implement a proven program for increasing their own emotional intelligence, therefore improving their sales success. The book explores the five steps of Mitch's proprietary program, ARROW: Awareness: Tuning into your natural strengths and weaknesses Restraint: Identifying negative emotions that can damage relationships, inflict pain, and cost money. Resilience: Learning to develop an optimistic, persistent nature. Others (Empathy): Discerning feelings and motives/learning to be a better listener and observer. Working with Others (Building Rapport): Communicating/learning to relate to and lead others.
The Definitive Guide to Becoming a Successful Financial Life Planner by Mitch AnthonyThe financial services industry is changing as financial professionals face a growing demand to take a more client-centered approach. Clients are looking for more comprehensive guidance on how financial issues fit into a whole life plan. Seeking more than just return on investment, investors are proactively soliciting professional help in funding a lifestyle with satisfaction at its core. In Your Clients for Life, Mitch Anthony shows financial professionals how to get started in this innovative and holistic approach to financial planning. By embracing this new paradigm, advisors will learn how to:
by Mitch Anthony and Scott WestAvailable as an E-book only Highly persuasive individuals, including many top advisors, engage clients by using metaphors, anecdotes, and illustrations. They ask open-ended questions, and listen to clients’ answers in order to elicit valuable information and make deep human connections. This communication style allows them to better serve their clients’ financial needs—and also become more successful advisors. In Storyselling Revisited, a revised and expanded edition of their groundbreaking book Storyselling for Financial Advisors, authors Scott West and Mitch Anthony explain how to make these intuitive connections. They outline clear and practical strategies that any advisor can use to engage prospects and clients. The stories of Warren Buffett—still one of the greatest “storysellers” of all time—and others help advisors tap into the power of storyselling and learn how to engage both sides of the brain—the logical side and the emotional, intuitive side. Storyselling persuasion techniques include: