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From Selling to Serving: The Essence of Client Creation by Lou Cassara

By Lou Cassara

Many of us in advisory roles-financial providers services, lawyers, agents, assurance representatives, even doctors-are at a crossroads. The previous version of in terms of buyers isn’t operating. "Closing" isn't the method to commence a courting that's major, maintaining, and reciprocal. From promoting to Serving deals otherwise. a lot of what frequently passes for revenues education comprises attempting to imitate the good fortune of others. yet studying what profitable humans do is lifeless with out knowing how they do it. by means of learning one’s personal particular value-examining one’s skills and skills-salespeople can allure instead of chase consumers. In From promoting to Serving? Cassara introduces the buyer writer method and explains how you can: • Align what’s most sensible approximately themselves with these they serve to be able to make a higher connection to their consumers. • determine their consumers’ middle concerns and intentions. • Articulate the advantages that they could in achieving through operating jointly. • Have the braveness to decide to their consumers ahead of the customer has made a dedication. • Create lucrative, long-lasting customer relationships. humans purchase from people-relationships, no longer items, are the most important. while salespeople are able to swap the way in which they give thought to revenues, once they are able to cease promoting and begin serving, the price is unlimited. And revenues pros will locate it will possibly make the entire distinction for them-personally and professionally.

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For me, an authentic mindset was the bridge between the external and internal beliefs that I had. The transition I was seeking was to be effective in my craft while being authentic, transparent, and truthful along the way with other people. BEHAVIOR: FROM THE EXTERNAL TO THE INTERNAL Before you can connect with the authentic mindset model, you will have to examine and understand your core beliefs. This is vitally important, because you cannot change an action without identifying and understanding the underlying belief that supports it.

In ten years of “doing” insurance, she had never taken the time to really understand what talents she would like to develop, how she could measure and sustain her growth, and what she liked best and enjoyed most about her career. With her new clarity, she was able to focus her time on what empowered her and helped her become more aware of the process she was using with clients—not just how many clients she could see. She also used the EDGE tool with her staff to empower her whole team to work more effectively and efficiently.

2003 Cassara Clinic LLC, All Rights Reserved BE-DO-HAVE EXERCISE Who do I choose to be? I choose to be a successful entrepreneur with a specialty in financial services. What will I choose to do? I choose to help people make smart decisions about their money. What result do I choose to have? I choose to have financial independence, freedom of choice, and work-life balance. © 2003 Cassara Clinic LLC, All Rights Reserved C h a p t e r 3 THE POWER OF YOUR AUTHENTIC INTENTIONS “I want to know how God created this world.

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