From Selling to Serving: The Essence of Client Creation - Tapa dura

From Selling to Serving promises to become the bible for financial planners, insurance agents, and other financial products and services advisors. This is the next best thing to visiting the Cassara Clinic(TM).Ed Morrow, CFP, CLU, ChFC, FRC, CEP, CEO, International Association of Registered Financial Consultants Guarantee your business success by learning how to attract, connect and commit clients to retain your services. In his new book, From Selling to Serving: The Essence of Client Creation, Lou Cassara teaches you how. You'll learn the importance of focusing on relationships, rather than products--including the relationship you have with yourself. Using the techniques developed in The Client Creator Process(TM), Cassara teaches: - How to dramatically increase your effectiveness in the process of client creation;- How to practice the Golden Rule with a twist;- How to create alignment and trust by sticking to a client's agenda;- How to communicate your real value to someone;- How to build your business from the inside out. Cassara weaves some of life's most powerful lessons into his well-tested strategies for building a successful sales business. He motivates, inspires and engages readers to examine the way they think about the financial services industry. At the end of this book, you'll understand why a true professional is someone who leaves others feeling served.

People dislike being sold, but love to be served. A recent Business Week study revealed that two-thirds of financial services clients are thinking about leaving their advisors. Given this climate of change, are you frightened by the challenge or excited by the opportunity? Many people in advisory roles -- financial representatives, attorneys, brokers and bankers -- are at a crossroads. The old model of relating to clients based on controlling them is no longer effective. From Selling to Serving offers another way, a way to create significant and rewarding client relationships.

How you communicate with your clients accounts for 85% of the relationship. Yet most professionals spend only 15% of their time developing these vital skills and abilities. The Client Creator Process in From Selling to Serving helps you understand the principles and patterns necessary to focus on creating quality relationships and sustaining success.

You will have confidence to:

ATTRACT clients by knowing and communicating why people work with you

CONNECT with clients by understanding and activating the deep emotions in others

COMMIT to clients by aligning intentions with actions.

People buy from people. Relationships, not products, are the key. Changing the way you think about these relationships, and moving from a selling to a serving mindset creates unlimited opportunity. In this current environment, it can make all the difference for you, both personally and professionally.

By focusing on the principles and patterns that create and sustain success, our training and coaching programs have helped thousands of financial service professionals and entrepreneurs increase their productionby bringing their life to their business and their business to life.