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ISBN: 079318696XИздательство: Dearborn Trade, a Kaplan Professional Company
The ability to connect with clients-not just the ability to manage a portfolio-is essential for financial advisors who want to succeed in today's competitive financial services industry. One of the best ways to attract clients in today's marketplace is for financial advisors to connect with clients on a personal level. In Making the Client Connection , Mitch Anthony and Gary DeMoss help financial advisors use interpersonal and relational skills to identify and meet clients' needs to increase their book of business. Anthony and DeMoss reveal how to: * Resolve the conflicts and move from agreement to action. * Avoid the most common mistakes advisors make. * Be an emotionally intelligent advisor. * Read one's clients before trying to lead them. In Making the Client Connection , Anthony and DeMoss illustrate the radically altered dynamic in the financial services industry and the level of trust that must be built between financial...