Storyselling for Financial Advisors How Top

Put the power of storyselling 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 several by one of the greatest "storysellers" of all time--Warren Buffet--that can help financial pros tap into the "gut reaction" of different types of clients, all the while engaging both sides of the brain.

Scott West is senior vice president of marketing for Van Kampen Funds.

Preface	p. vii
How to Put Half of Your Client's Brain to Sleep
Why Statistics Don't Sell and Stories Do	p. 3
Learning to Speak the Language of the Right Brain	p. 16
What's Your Gut Feeling? How Decisions Really Get Made	p. 27
Becoming a Better Storyseller
Reading and Leading Others: The 30-Second Body Language Read	p. 45
How Socrates Can Help You Reach Your Sales Quota: Getting Others to Tell Their Story	p. 54
How Self-Deprecation and Wit Will Get You Further Than Self-Promotion	p. 76
Making the Intuitive Leap with Your Client	p. 86
Using Analogies and Metaphors to Move Your Clients and Products	p. 98
Storyselling in Desirable Markets
Telling the Story of the Affluent	p. 109
Telling the Story of the 65+	p. 135
Telling the Woman's Story	p. 160
Let Me Tell You a Story
The Metaphorical Magic of Warren Buffett	p. 181
Let Me Tell You a Story: Storyselling Illustrations, Analogies, and Metaphors	p. 201
Index	p. 243
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Storyselling for Financial Advisors How Top Producers Sell

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Table of Contents

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