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Lectures on Numerical Methods in Bifurcation Problems
Methods for Finding Zeros in Polynomials
Lectures on Stochastic Flows and Applications
Educational Psychology by Edward L. Thorndike
The Last Days of Tolstoy by V. G. Chertkov
Globalization and Responsibility
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A Short Biographical Dictionary of English Literature
Lectures on Sieve Methods and Prime Number Theory
Dollars and Sense by William Crosbie Hunter
The Theory of the Theatre by Clayton Hamilton
The Mathematics of Investment
Occupiers of Wall Street: Losers or Game Changers
The Solution of the Pyramid Problem
Lectures on Moduli of Curves
Walden by Henry David Thoreau
Methods for Finding Zeros in Polynomials
Lectures on Stochastic Flows and Applications
Educational Psychology by Edward L. Thorndike
The Last Days of Tolstoy by V. G. Chertkov
Globalization and Responsibility
Lectures on Siegel Modular Forms and Representation by Quadratic Forms
Lectures on Topics In One-Parameter Bifurcation Problems
History of the Incas by Pedro Sarmiento de Gamboa
Linear Algebra: Theorems and Applications
Lectures on Stochastic Differential Equations and Malliavin Calculus
A Short Biographical Dictionary of English Literature
Lectures on Sieve Methods and Prime Number Theory
Dollars and Sense by William Crosbie Hunter
The Theory of the Theatre by Clayton Hamilton
The Mathematics of Investment
Occupiers of Wall Street: Losers or Game Changers
The Solution of the Pyramid Problem
Lectures on Moduli of Curves
Walden by Henry David Thoreau
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Storyselling for Financial Advisors : How Top Producers Sell
Posted on 2010-04-13
|
Author: Mitch Anthony, Scott West
Publisher: Kaplan Business (2000) Binding: Hardcover, 256 pages pricer: $30.00 ISBN-10: 0793136644 editorialreviews Using similes, metaphors, anecdotes, illustrations, and asking open-ended questions, then really listening to clients' stories, histories and backgrounds can elicit valuable information. Highly persuasive individuals and many of the top financial professionals use this communication style intuitively, making deep human connections with their clients. From this deeper understanding, they are better able to serve clients' financial needs--and sell more effectively in the process. 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 many 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. left-brain, "story selling" persuasion techniques offer: * insights to get others to tell their stories * techniques for making an intuitive leap with the client * strategies for tapping into the affluent market * ways to approach women investors to tell their stories * tactics that address the unique stories behind generational investors * methods for using stories to illustrate common investment concepts such as compound interest, growth and value, retirement and more failed checked
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