Know Your Clients and the Rest Will Follow
by Scott West and Mitch Anthony
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—the follow-up to the bestseller StorySelling for Financial Advisors—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.