We want clients to measure risk, to look into the future and visualize how today’s decision will affect them 20 years from now. These are abilities that they possess in the right side of their head and we simply need to learn the language that will trigger those abilities. Typically when we sell financial products…
Why Statistics Don’t Sell and Stories Do
Why Statistics Don’t Sell and Stories Do How To Put Half of Your Client’s Brain in Sleep Learning to Speak the Language of the Right Brain What’s Your Gut Feeling? How Decisions Really Get Made Why Statistics Don’t Sell and Stories Do. If you rely on facts, statistics, and charts to sell, you’re putting your…
Why Stories ‘Sell’
Why are some financial service companies thriving in an age while others are struggling to survive? Whey do some seem to never get over the hump of building a bigger book of business? Why so some financial services companies have lots of referrals when others have to claw and dig just to get one referral?…
The Map of Your Brain
Think of your brain as the interaction between the right and left part of your brain. On the left side of your brain are the rules, regulations, technology and with a need to control. Number crunching. Some basic functions of the left side of your brain are logic, reasoning, counting, planning, organizing, inspecting and analyzing….
Your Client’s Story
It’s not just about a story of numbers, it’s about a number of stories. This keynote speech of Peter de Kuster focuses on how financial services professionals can begin to move their practices toward the ‘Your Clients Story’ model—where every product and service is tied directly to the life story, mission, transitions and goals of…
The Heroine's Journey in Nederland 