Your client's story
Subtitle: know your clients and the rest will follow
By: Scott West and Mitch Anthony.
Contributors: Anthony, Mitch.
Publisher: Dearborn Trade Pub.; Kaplan Business
Published: 2005
Place of publication: Chicago
Language: eng
Subjects: Financial planners; Investment advisors; Customer relations; Interpersonal communication
Notes: Includes index.
Table of contents: title: Introduction the end of the process as we know it; title: The recovery of discovery; title: The magnetic power of curiosity; title: Six degrees of separation: how you can connect with anyone...anywhere; title: Why we can't resist a great question: 11 reasons to stop telling and start asking; title: Interested not interesting: find out what makes each client unique; title: The question is the answer: moving from monologues to dialogues; title: Merging the quantitative and the qualitative; title: Part II Questions about life; title: Where your client has been: mastering the historical inquiry; title: The experience inquiry; title: Where your client is: mastering the transitions inquiry; title: How your client got there: mastering the principles inquiry; title: Where your client wants to be: mastering the goals inquiry; title: Part III Intelligent inquiries for building your business; title: They mean business: dialogues with the small business owner; title: The new retirement dialogue; title: The paycheck for life dialogue; title: The venture philanthropy dialogue; title: The mature dialogue: the legacy dialogue.