Alan Parisse and David Richman
June 1, 2006
ISBN-10 – 1419526804
Parisse and Richman’s purpose in writing this book is to give examples of different client situations as well as asking the right questions when dealing with clients. The intended audience is young financial planners who start in the industry, who also have not had that client exposure. It explains the types of clients who walk in the door and how to ask the right question without being direct or blunt. The book is broken into chapters that explain different steps as a financial planner. Each section in the chapter is further broken down and gives an example from a Financial Planner in the nation. It is a very informal book yet provides great examples of either positive or negative interactions that financial planners can learn from so they do not make the same mistake. The book overall is well written with examples that a planner can relate to in their practice. It provides great questions to ask client, situations where financial planners have been in the past, and a brief summary following each chapter.
The theme is portrayed in title but goes deeper than what is on the cover. It is the willingness for an advisor to maintain a strong, healthy relationship with a client in order to become a well-known and successful advisor. It constantly explains the importance of talking less and listening more to what your client says and how their body language and reactions to questions impact their answers. The thesis comes clear during the last chapter when illustrating great questions to ask advisors. It doesn’t matter how many credentials you have following your name, yet the drive to exceed your clients assets through a lasting relationship between the advisor and client.
I really enjoyed the content of this book and would suggest it to any financial advisor. This book is concentrated on the relationship