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Getting Clients, Keeping Clients: The Essential Guide for Tomorrow's...
by Richards, Dan; Marketplace Books | HC | VeryGood
US $12.00
Condition:
“Former library book; May have limited writing in cover pages. Pages are unmarked. ~ ”... Read moreabout condition
Very Good
A book that does not look new and has been read but is in excellent condition. No obvious damage to the cover, with the dust jacket (if applicable) included for hard covers. No missing or damaged pages, no creases or tears, and no underlining/highlighting of text or writing in the margins. May be very minimal identifying marks on the inside cover. Very minimal wear and tear. See the seller’s listing for full details and description of any imperfections.
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Estimated between Sat, Sep 6 and Sat, Sep 13 to 94104
Located in: Aurora, Illinois, United States
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eBay item number:146429379960
Item specifics
- Condition
- Very Good
- Seller Notes
- Binding
- Hardcover
- Weight
- 1 lbs
- Product Group
- Book
- IsTextBook
- No
- ISBN
- 9780471363293
- Book Title
- Getting Clients, Keeping Clients : the Essential Guide for Tomorrow's Financial Adviser
- Book Series
- A Marketplace Book Ser.
- Publisher
- Wiley & Sons, Incorporated, John
- Item Length
- 9.2 in
- Publication Year
- 2000
- Format
- Hardcover
- Language
- English
- Illustrator
- Yes
- Item Height
- 1.3 in
- Genre
- Business & Economics
- Topic
- Industries / Financial Services, Personal Finance / General
- Item Weight
- 26.6 Oz
- Item Width
- 6.2 in
- Number of Pages
- 400 Pages
About this product
Product Identifiers
Publisher
Wiley & Sons, Incorporated, John
ISBN-10
0471363294
ISBN-13
9780471363293
eBay Product ID (ePID)
502126
Product Key Features
Book Title
Getting Clients, Keeping Clients : the Essential Guide for Tomorrow's Financial Adviser
Number of Pages
400 Pages
Language
English
Publication Year
2000
Topic
Industries / Financial Services, Personal Finance / General
Illustrator
Yes
Genre
Business & Economics
Book Series
A Marketplace Book Ser.
Format
Hardcover
Dimensions
Item Height
1.3 in
Item Weight
26.6 Oz
Item Length
9.2 in
Item Width
6.2 in
Additional Product Features
Intended Audience
Trade
LCCN
99-046498
Dewey Edition
21
Series Volume Number
6
Dewey Decimal
332.024/0068/8
Table Of Content
THE CHANGING ENVIRONMENT.Understanding the Evolving Consumer.Strategies That Attract Clients Today.GETTING CLIENTS.Making the Initial Contact.Operating from the Client's 99.Building Trust.Practicing the Banker's Rule.Borrowing Trust.Using the Media.The Two-Minute Rule.The Elements of a Pre-Meeting Package.Gaining Trust Through Profile.Earning Trust Through Patience.Organizing Prospect Development Activity.Patience and Mega-Prospects.Client Referrals: What to Avoid.Maximizing Client Referrals.Doing Business with People You Know.Creating the Motivation to Meet.Closing the Sale.Prospecting Through Trade Shows.Running Effective Seminars.Developing Professional Referrals.How to Differentiate Yourself.The Move to Target Marketing.Selecting a Target Market.Beginning Target Marketing.Building a Target Market.KEEPING CLIENTS.Providing Value to Your Clients.Listening.Achieving Client Ecstasy.Achieving Minimum Standards.Positioning Yourself as an Adviser.Feedback.Practicing the SOS Principle.Breaking Through the Clutter.Making Clients Feel Special.Blow-Away Service Experiences.Doing Well by Doing Good.IMPLEMENTING.Leveraging Your Time.Planning for Success.Running an Efficient Practice.Index.
Synopsis
To stay afloat and prosper, financial planners need to sharpen their self-marketing and selling skills to build up a solid client base. This book focuses on the marketing and selling aspect of the financial planning business., "It is easy in the tumult of our everyday lives to ignore the client's words and needs as we struggle to promote our own interests. Easy, but dangerous. . . . Operating our business in the client's interest is the pivotal element in a successful marketing strategy. Marketing, in turn, is a mandatory investment in your business. It pays dividends immediately and in the long term. It will carry you to liftoff."-Dan Richards Achieving success as a financial adviser is no longer just a matter of aggressive salesmanship backed, hopefully, by a good track record. Today's clients are highly knowledgeable about their investment options, and they aren't shy about letting you know it. They expect you to be extremely attentive to their unique financial concerns, and they are much more likely to switch advisers if they sense they are not getting the sincere commitment they feel they deserve. That's why, in today's competitive marketplace, building a successful financial services practice is all about forging long-term relationships with clients built on attentiveness, empathy, and trust. And, as expert Dan Richards explains in this groundbreaking guide to finding and keeping clients, the key to cultivating such relationships is marketing-the art and science of defining what clients really need, and then letting them know that you can satisfy those needs, now and in the future. Drawing on his extensive experience as a consultant to many of North America's most successful financial service providers, Richards arms you with proven tools and techniques for building a steady and devoted client base. From using print, broadcast, and other media to market your services, to making the initial contact, from automating the prospecting process, to performing target marketing, he outlines an array of surefire client-getting techniques. With the help of scenarios and sample dialogues, he helps you to develop and sharpen the skills needed to build lasting relationships with clients once you've gotten them. For instance, you'll learn how to become a better listener and interpreter of client concerns, as well as simple methods for systematically gathering and effectively responding to client feedback. Dan Richards also provides a complete program for seamlessly integrating the tools and techniques described into a successful client-centered practice tailored to your unique style and professional goals. Getting Clients, Keeping Clients is a complete guide to surviving and thriving in today's increasingly competitive financial services market. A complete program for building a steady and devoted client base Getting Clients, Keeping Clients In this groundbreaking guide, expert Dan Richards explains why marketing is the key to thriving in today's more competitive financial markets. He provides you with the powerful client-centered marketing know-how, tools, and techniques to connect with today's more savvy, demanding, and value-conscious clients. Praise for Getting Clients, Keeping Clients ". . . teaches advisers how to be profitable and ethical at the same time."-Investment Executive ". . . a book most independent financial advisers will want to read."-The Financial Post ". . . many ideas in the book that will help keep existing clients while generating new business."-Research, "It is easy in the tumult of our everyday lives to ignore the client's words and needs as we struggle to promote our own interests. Easy, but dangerous. . . . Operating our business in the client's interest is the pivotal element in a successful marketing strategy. Marketing, in turn, is a mandatory investment in your business. It pays dividends immediately and in the long term. It will carry you to liftoff."-Dan RichardsAchieving success as a financial adviser is no longer just a matter of aggressive salesmanship backed, hopefully, by a good track record. Today's clients are highly knowledgeable about their investment options, and they aren't shy about letting you know it. They expect you to be extremely attentive to their unique financial concerns, and they are much more likely to switch advisers if they sense they are not getting the sincere commitment they feel they deserve. That's why, in today's competitive marketplace, building a successful financial services practice is all about forging long-term relationships with clients built on attentiveness, empathy, and trust. And, as expert Dan Richards explains in this groundbreaking guide to finding and keeping clients, the key to cultivating such relationships is marketing-the art and science of defining what clients really need, and then letting them know that you can satisfy those needs, now and in the future.Drawing on his extensive experience as a consultant to many of North America's most successful financial service providers, Richards arms you with proven tools and techniques for building a steady and devoted client base.From using print, broadcast, and other media to market your services, to making the initial contact, from automating the prospecting process, to performing target marketing, he outlines an array of surefire client-getting techniques.With the help of scenarios and sample dialogues, he helps you to develop and sharpen the skills needed to build lasting relationships with clients once you've gotten them. For instance, you'll learn how to become a better listener and interpreter of client concerns, as well as simple methods for systematically gathering and effectively responding to client feedback.Dan Richards also provides a complete program for seamlessly integrating the tools and techniques described into a successful client-centered practice tailored to your unique style and professional goals. Getting Clients, Keeping Clients is a complete guide to surviving and thriving in today's increasingly competitive financial services market. A complete program for building a steady and devoted client baseGetting Clients, Keeping ClientsIn this groundbreaking guide, expert Dan Richards explains why marketing is the key to thriving in today's more competitive financial markets. He provides you with the powerful client-centered marketing know-how, tools, and techniques to connect with today's more savvy, demanding, and value-conscious clients. Praise for Getting Clients, Keeping Clients". . . teaches advisers how to be profitable and ethical at the same time."-Investment Executive". . . a book most independent financial advisers will want to read."-The Financial Post". . . many ideas in the book that will help keep existing clients while generating new business."-Research
LC Classification Number
HG179.5.R53 2000
Item description from the seller
Seller feedback (5,720,127)
- v***v (2079)- Feedback left by buyer.Past 6 monthsVerified purchaseAlthough this book was not as described, with no picture of it in the listing, the seller communicated well and quickly gave me a full refund while letting me keep it. The minimal packaging left the book a bit vulnerable (typical for ThriftBooks), but it did arrive safely and timely. As usual, it’s hit or miss with this seller, but often times you can get great values, and their customer service is always very good. Many other sellers with millions of transactions don’t even communicate.
- c***m (431)- Feedback left by buyer.Past 6 monthsVerified purchaseWOW!; I cannot believe this 3 Days to Hawaii! ; AAA+++; Excellent Service; Great Pricing; Fast Delivery-Faster Than Expected to Hawaii!; Shipped 05/05, Mon, Received 05/08, Thu to Hawaii using free shipping; USPS Ground Mail, Book in Excellent Condition--Better Than Described ; TLC Packaging; Excellent Seller Communication, Sends updates . Highly Recommended!, Thank you very much!The Internment of Japanese Americans During World War II (#146005407795)
- 7***j (828)- Feedback left by buyer.Past monthVerified purchaseI recently purchased an item from this eBay seller, and I couldn't be happier with the experience. From the prompt communication to the fast shipping, everything was handled with utmost professionalism. The item arrived exactly as described and was well-packaged to ensure its safety during transit. The seller was courteous and responsive, making the entire transaction smooth and hassle-free. I highly recommend this seller to anyone looking for quality products and excellent service.
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Seller feedback (5,720,127)
- v***v (2079)- Feedback left by buyer.Past 6 monthsVerified purchaseAlthough this book was not as described, with no picture of it in the listing, the seller communicated well and quickly gave me a full refund while letting me keep it. The minimal packaging left the book a bit vulnerable (typical for ThriftBooks), but it did arrive safely and timely. As usual, it’s hit or miss with this seller, but often times you can get great values, and their customer service is always very good. Many other sellers with millions of transactions don’t even communicate.
- c***m (431)- Feedback left by buyer.Past 6 monthsVerified purchaseWOW!; I cannot believe this 3 Days to Hawaii! ; AAA+++; Excellent Service; Great Pricing; Fast Delivery-Faster Than Expected to Hawaii!; Shipped 05/05, Mon, Received 05/08, Thu to Hawaii using free shipping; USPS Ground Mail, Book in Excellent Condition--Better Than Described ; TLC Packaging; Excellent Seller Communication, Sends updates . Highly Recommended!, Thank you very much!The Internment of Japanese Americans During World War II (#146005407795)
- 7***j (828)- Feedback left by buyer.Past monthVerified purchaseI recently purchased an item from this eBay seller, and I couldn't be happier with the experience. From the prompt communication to the fast shipping, everything was handled with utmost professionalism. The item arrived exactly as described and was well-packaged to ensure its safety during transit. The seller was courteous and responsive, making the entire transaction smooth and hassle-free. I highly recommend this seller to anyone looking for quality products and excellent service.