Cover image for The financial professional's guide to persuading 1 or 1,000
The financial professional's guide to persuading 1 or 1,000
DeMoss, Gary.
Personal Author:
Publication Information:
Chicago, IL : Dearborn Trade, [2001]

Physical Description:
viii, 246 pages : illustrations ; 24 cm
Added Author:
Format :


Call Number
Material Type
Home Location
Item Holds
HG179.5 .D46 2001 Adult Non-Fiction Central Closed Stacks

On Order



One of the best ways financial advisors can attract clients today is through public seminars and other presentations. Indeed, the ability to communicate - not just the ability to manage a portfolio - is essential for advice givers who want to succeed in today's competitive financial services industry. Persuasive presentations are a matter of both substance and style. The Financial Professional's Guide to Persuading 1 or 1,000 will reveal proven strategies for making `can't miss' presentations about products and services.

Author Notes

Gary DeMoss is director of Van Kampen Consulting, which provides communication and relationship skills training to financial advisors. He is a former award-winning corporate sales and marketing executive and continues to speak to industry groups on sales and marketing topics. He has a bachelor's degree in business from Miami University, Oxford, Ohio.

(Bowker Author Biography)

Table of Contents

Prefacep. v
Part 1 The Persuasion Foundation
1. How Persuasion Makes the World Go Round: "From a Box of Soap to a Soap Box"p. 3
2. Cornerstone #1 of Persuasive Presenting: Convicted and Convincingp. 13
3. Cornerstone #2 of Persuasive Presenting: Prepared for Battlep. 23
4. Cornerstone #3 of Persuasive Presenting: Having a Flight Planp. 35
5. Cornerstone #4 of Persuasive Presenting: Delivering with Stylep. 45
Part 2 Persuading the Individual
6. The Persuasive Drama: Act I--Revealing the Characters and Dramasp. 57
7. The Persuasive Drama: Act II--Addressing the Dramasp. 67
8. Act III--Resolving the Conflicts: Moving from Agreement to Actionp. 77
9. The Power of a Storyp. 85
Part 3 Persuading the Crowd
10. Know Thy Audiencep. 101
11. Mistakes Speakers Make and How to Avoid Themp. 107
12. Setting the Hookp. 117
13. In the Palm of Your Hand: The Dynamics of Mass Persuasion and Moving Past Fearp. 125
Part 4 The Persuasive Personality
14. How to Meet, Greet, and Treat Your Clients: Understanding the Dynamics of Charismap. 135
15. The Emotionally Intelligent Advisorp. 145
16. Moving from Me to Wep. 159
17. Understanding Personality DNAp. 175
18. You Have to Read Them before You Can Lead Them: Understanding Personality Signalsp. 187
19. Keys to a Persuading Personalityp. 199
20. Pushing the Right Buttonsp. 213
21. Turning Conflict into Opportunityp. 219
22. Persuasive Confrontational Skillsp. 229
Bibliographyp. 241
Indexp. 243