- Focus relentlessly on what matters most to each individual client
- Deliver recommendations with clarity and impact, in your own voice
- Bring imagination, creativity, and even entertainment to presentations and conversations
- Give and take constructive criticism, and use it as a powerful force for improvement
Table of Contents
Introduction: The Power of the Dance 1
Chapter 1: Defining Your Core 5
Chapter 2: The Secret of Listening…Critically 23
Chapter 3: “Your Financial Professional Will See and Hear You Differently Now” 45
Chapter 4: Please, Tell Me More 53
Chapter 5: Any Simple Questions? 69
Chapter 6: The Secret of Speaking…Critically 85
Chapter 7: Just Get Rid of Them 95
Chapter 8: What Did He Say? 105
Chapter 9: The Eyes Say It All 113
Chapter 10: Are You a Substance Abuser? 131
Chapter 11: It’s Showtime! 159
Chapter 12: Wise Emperors 177
Conclusion: Let the Dance Begin 185
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$28.99 | ISBN-13: 978-0-13-301793-9