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Questions Great Financial Advisors Ask... and Investors Need to Know [Hardcover]

Alan Parisse , David Richman

List Price: CDN$ 28.00
Price: CDN$ 17.56 & FREE Shipping on orders over CDN$ 25. Details
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Book Description

June 1 2006
A financial advisor recounts an interview with a recently retired physician who planned an enjoyable—and costly—retirement. The doctor wanted his entire portfolio in bonds, which was far too conservative to maintain the lifestyle he and his wife had planned. In the advisor’s words:
"This fellow was a bit of a know-it-all, and I wasn’t getting through. Finally I asked him, 'Doctor, how will it feel for you when you have to go back to work?' That got his attention, and I was able to lay out a strategy that would allow him to retire and stay retired."

In Questions Great Financial Advisors Ask…and Investors Need to Know, coauthors Alan Parisse and David Richman have compiled the questions great advisors ask that lead to the probing and personal conversations necessary to diagnose and understand clients'—and potential clients'—deep-seated feelings about money. That’s how great advisors help clients wring the emotion out of investing and set them on the rational road to achieving their financial goals.

Throughout this book are questions, suggestions, and stories from some of the world’s top financial advisors, including a chapter of "great questions to ask" organized by topic.

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Questions Great Financial Advisors Ask... and Investors Need to Know + Storyselling for Financial Advisors: How Top Producers Sell + The Million-Dollar Financial Advisor: Powerful Lessons and Proven Strategies from Top Producers
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About the Author

Alan Parisse During his twenty year career in the investment business, Alan Parisse gained extensive experience in both the investment banking and distribution and sales sides of the business. Over the last decade he has become a renowned speaker and commentator on dealing with change and turbulent times. In December of 1999, Successful Meetings Magazine named him one of the "Top 21 Speakers for the 21st Century". He is also the only person to come out of the investment business to be inducted into the National Speaker's Association Hall of Fame. Alan received his BS from SUNY Buffalo and his MBA from the University of Arizona. He resides in Boulder, Colorado.

David Richman has been in the investment business for over twenty years. He has extensive experience in marketing and sales and has been a senior member of the sales team for the oldest independent provider of managed money consulting services in the country. He is a friend and partner to scores of financial advisors who have leveraged his skills through thousands of seminars and joint calls with affluent investors. David is a member of the Connecticut Bar and has sat on numerous civic boards over his career. He holds a BA and MA from the University of Rochester and a JD from the University of Connecticut. David resides in Connecticut with his spouse of 26 years and their children.

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Most Helpful Customer Reviews on Amazon.com (beta)
Amazon.com: 4.1 out of 5 stars  25 reviews
25 of 26 people found the following review helpful
4.0 out of 5 stars Questions will make an investor think Oct. 24 2006
By Elle S. Keaton - Published on Amazon.com
Format:Hardcover
I was given a copy of the book by a financial advisor. Her only comment to me was to look it over if I had a moment. I can't say that I related to everything in the book as it's written from the perspective of the advisor. But, I can say that after reading it I changed the way I looked at my financial person and how he related to me. Some of the things I thought? Why didn't I feel he had a personal relationship with me? Why didn't I believe he was interested in me and how I related to money? After some soul-searching and interviewing a few advisors, I have a new money manager--and I like her approach a lot. In fact, I've decided to put my grandchildren's trust funds with her as well.
16 of 16 people found the following review helpful
5.0 out of 5 stars Great book very helpful Aug. 15 2008
By Deborah K. Martin - Published on Amazon.com
Format:Hardcover
This is a great example of how to develop deep relationships with your clients. The sincerity and quality of the questions are what really matter. One of the most difficult issues we deal with is how to put together a plan for our clients, without their open and honest communication the job can be left incomplete. This book will help you in asking those questions.
10 of 11 people found the following review helpful
5.0 out of 5 stars Very informative May 11 2008
By L. Mims - Published on Amazon.com
Format:Hardcover|Verified Purchase
This book has been a great reference for myself, and reinforces some of my core ideals, including how to create a customer base that not only trusts you, but works for you because you can convey to them that you actually DO care about them and their futures.

This is a core book for me in my library.
10 of 12 people found the following review helpful
4.0 out of 5 stars Worth Reading Aug. 15 2007
By Stephen Parnell - Published on Amazon.com
Format:Hardcover
This is a well written explanation of fairly straightforward questions that perhaps veteran Financial advisors have forgotten and newbies have not yet learned. Don't expect to learn any script from the book but simply take away some good, down-to-earth, strategic questions you should be asking of your clients. Using these questions, and those that you will formulate yourself from reading the book, you will get a better understanding of your clients underlying goals and thoughts about money. An important book to add to your library.
4 of 4 people found the following review helpful
5.0 out of 5 stars Questions Great Financial Advisors Ask May 15 2012
By K Blak - Published on Amazon.com
Format:Hardcover|Verified Purchase
I found this book to be very insightful. I took great notes and have applied some of the questions to my everyday practice. I see an improvement in my client engagement, because of this book!

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