The Death of the Salesman and the Rise of the Trusted Financial Advisor
AuthorHouse (book) · 2018 · AuthorHouse, 2018 · ISBN 978-1-5462-8865-7 · By Andre Roos
Andre's first book, written from his years advising pilots and aircrew on life and disability cover. Its argument is that trust, not technique, is what sustains a professional practice: the adviser's job is to tell clients what they need to hear, build a long-term relationship and become a valued consultant rather than a seller of policies. Reviewed by Foreword Clarion Reviews (July 2018). Paperback and audiobook. ISBN 978-1-5462-8865-7.
With all information at our fingertips, the role of a sales professional has changed completely. The book sets out a tested approach to attracting and keeping clients, nurturing a practice, and moving from salesperson to trusted adviser. It explains why a scripted approach can amount to “sales suicide”, where and when to leave a digital footprint, and how to earn a client’s respect even when telling them what they do not want to hear.
Written for financial advisers who need new tools to build a sustainable practice with strong client retention, it draws on the discipline Andre developed while insuring pilots and aircrew, where the adviser’s judgement about risk matters more than any sales technique.
“The book’s wise advice is likely to be helpful to novice and experienced financial advisors alike.” — Barry Silverstein, Foreword Clarion Reviews, July 2018