| Document Type
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BL
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| Record Number
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1028806
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| Doc. No
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b783176
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| Main Entry
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DeMoss, Gary.
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| Title & Author
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Making the client connection : : maximizing the power of your personality, presentations, and presence /\ Gary DeMoss and Mitch Anthony.
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| Publication Statement
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Chicago :: Dearborn Trade Pub.,, ©2004.
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| Page. NO
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1 online resource (viii, 247 pages) :: illustrations
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| ISBN
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079318696X
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: 159734124X
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: 9780793186969
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: 9781597341240
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079318696X
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| Bibliographies/Indexes
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Includes bibliographical references (page 243) and index.
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| Contents
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Preface; Chapter 1 -- How Sales Professionals Make the World Go Round; Chapter 2 -- How to Meet, Greet, and Treat Your Clients; Chapter 3 -- The Emotionally Intelligent Financial Professional; Chapter 4 -- Moving from Me to We; Chapter 5 -- Understanding Personality DNA; Chapter 6 -- You Have to Read Them before You Can Lead Them; Chapter 7 -- Keys to Connecting with Personalities; Chapter 8 -- Pushing the Right Buttons; Chapter 9 -- Turning Conflict into Opportunity; Chapter 10 -- Connecting in Conflict; Chapter 11 -- The Human Drama, Act I; Chapter 12 -- The Human Drama, Act II.
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| Abstract
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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.
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| Subject
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Customer relations-- Management.
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Financial planners-- Marketing.
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Investment advisors-- Marketing.
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Relationship marketing.
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Customer relations-- Management.
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Financial planners-- Marketing.
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Investment advisors-- Marketing.
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Relationship marketing.
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| Dewey Classification
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332.024/0068/8
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| LC Classification
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HG179.5.D463 2004eb
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| Added Entry
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Anthony, Mitch.
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