Ebook Download Getting "Yes" Decisions: What insurance agents and financial advisors can say to clients., by Tom "Big Al" Schreiter
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Getting "Yes" Decisions: What insurance agents and financial advisors can say to clients., by Tom "Big Al" Schreiter
Ebook Download Getting "Yes" Decisions: What insurance agents and financial advisors can say to clients., by Tom "Big Al" Schreiter
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Review
"As a leading advocate for soft skills in the UK, I think this book will really help financial advisers and insurance agents internationally employ 'good practice' principles to ultimately deliver better outcomes for their clients. Soft skills better enable the implementation of technical competence to ensure consumers receive the right advice, and move them into action. This is a great, easy read."--Keith Richards, CEO of the Personal Finance Society and Managing Director of the Chartered Insurance Institute "Bernie coaches our team with the skills to get more clients. This easy reading book is full of practical ideas on getting our clients to make yes decisions. Having known Bernie for several years I have been impressed with the way he has helped many advisers to achieve an increase in their skills, abilities and success."--Janine Edwards, Principal Partner, St James's Place Wealth Management "I like that this book teaches us to focus on client's needs, what's in their minds and delivering what is best for them. Agreat read!"--Mark Duckworth, CEO of Openwork Ltd "After watching Bernie speak at our Annual Conference and reading this book, it does what it says on the tin--it helpsAdvisors to get yes decisions from their clients more easily."--David Cassidy, Managing Director, Wealth at Work "This book guides the reader through the prospect's thought process on first impressions and the words to use to build trust, rapport and belief with the prospect. Well written, easy to read and full of easy to use ideas and recommendations."--Marvin Feldman, former President of the Million Dollar Round Table
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Product details
Paperback: 146 pages
Publisher: Fortune Network Publishing (February 14, 2017)
Language: English
ISBN-10: 1892366819
ISBN-13: 978-1892366818
Product Dimensions:
5.5 x 0.3 x 8.5 inches
Shipping Weight: 7.2 ounces (View shipping rates and policies)
Average Customer Review:
4.2 out of 5 stars
25 customer reviews
Amazon Best Sellers Rank:
#110,574 in Books (See Top 100 in Books)
I found this book very insightful, though a bit repetitive. It could almost be summed up by saying, "You never get a second chance to make a first impression," but Mr. De Souza goes farther than that, revealing how changing just a few words can drive any conversation in the right direction. Perhaps even more useful, he shows how the wording of a few sentences is almost certain to get a rejection, whether the "no" answer is spoken or not. The most provocative idea asserted by De Souza is that the very highest percentage of potential clients make up their minds to do business with a representative in the first 30 seconds, well before any formal presentation is made. In that 30 seconds, a client answers these questions in his mind: "Who are you?"; "Can I trust you?";"Are you interesting?"; and "Do I want to do business with you?" I recommend this book for new or current financial/insurance advisers who want to self-evaluate or polish their approaches.
I've been following Tom "Big Al" Schreiter for over 20 years now and I even had his original "rainbow" Big Al books way back then. This book is a great read for any insurance and financial advisor looking to learn better planned communication language skills. I happen to like the various phrases that were scattered throughout the book as well as the leading words to begin a question. If you want to improve your communication skills and phrases, this is a GREAT book to get started with - particularly if you are in management and want to start off new agents & advisors on the right foot!
A good read. I read it in a few hours, the same day I bought it. There are a lot of good phrases, quotes and lines to incorporate while on an appointment with a prospect. I'm always looking for ways to improve my "closing" skills and this book offers good ideas and language to accomplish this.
Most sales people want to be more successful. It is OK if you decide not to read this book if you are happy with your current results and level of success. It is also OK to buy this book and tweak your process to take your production to the next level and beyond.
Improve your close ratio!! Help you and your client work together to get to a 'Yes' decision!!
Bernie DeSouza guides the reader through the prospect's thought process on first impressions and the words to use to build trust, rapport and belief with the prospect. Well written, easy to read and full of easy to use ideas and recommendations.
Interesting that a big piece was talking about how to build a useful website that runs both on a PC and on mobile. Well sir, it looks like crap on mobile.
The best teachings are usually very simple. Most times we try to over complicate things. Began using the lessons immediately with much success.
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