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Book synopsis

"Managing Critical Conversations with Clients + Website "is a practical and highly executable "how to" manual for financial advisors and other professional consultants who wish to master the art and science of using language artfully to influence clients' and prospects' behavior. Beyond just a theoretical exploration of the psychology of language and behavior, the book shows professional advisors how to use specific language patterns in common situations to effectively influence other people's decisions. Among many unique contributions that the project will make include: Insights into fundamental shifts in the response potential of the North American culture to various types of messaging based on demographic shifts and recent economic experiences.Psychological findings and key "how to" strategies based on practical understandings of neurology that guide the formation and delivery of highly "influential" messages.Specific, step-by-step guidance on how to generate message content, frame delivery and manage the different types of meetings that various types of contexts and desired outcomes require (some examples include: how to inspire referrals from other professionals, how to reduce anxiety and distress in existing clients, how to introduce a new idea to an existing client, and how to close a successful meeting for a desired 'next step').Key insights from twenty years of research, observation, and experiences with thousands of advisors and other professionals and the important patterns that must be followed in order to guide client and prospect behavior in today's less responsive culture.Case studies and detailed, practical examples of successful interactions in each important context will be included to illustrate and support each strategy.

Book details

• Full title: Managing Critical Conversations with Clients + Website
• Subtitle: The 12 Powerful Language Patterns Every Financial Advisor Must Master
• Author: Kenneth Haman
• Language: English
• Binding: Hardback
• Number of pages: 224
• EAN: 9781119036081
• ID: 05343176
• Publisher: John Wiley & Sons Inc
• Weight: 666 g
• Date of publishing: 13. May 2015

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