From Selling to Serving: The Essence of Client Creation - Hardcover

Lou Cassara

Hardcover

ISBN 10: 1933715804 ISBN 13: 9781933715803

Publisher: Executive Books, 2009

Synopsis

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.

About this title

About the Author:

Lou Cassara is one of the top financial professionals in the nation. Since founding the Cassara Clinic, a sales training organization, in 1985, he has trained thousands of business professionals and entrepreneurs to develop significant relationships using the powerful principles and strategies he's developed. Sales professionals who have gone through the Cassara Clinic have increased their production by no less than 32 percent within the first year. As a financial services advisor, Cassara is ranked in the top 20 all-time career producers for Northwestern Mutual and in the top 1 percent of his peers in the industry. He was a Top of the Table member of the Million Dollar Round Table for ten years before devoting his focus to coaching and consulting.

About this edition

• Publisher: Executive Books
• Publication date: 2009
• ISBN 10: 1933715804
• ISBN 13: 9781933715803
• Binding: Hardcover
• Number of pages: 240