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. Right-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
