Table of Contents

Preface
The Demonisation of Selling
1 Trust: The Vital Ingredient
2 First Impressions
3 Do as you would be done by? Not necessarily!
4 So tell me what you want, what you really, really want!
5 Using Positive Language
6 The Three Key Stages in Professional Development
7 Respect for our Competitors
8 A Bicycle made for Two
9 Finding the Money
10 Are you listening?
11 A Meeting of Minds: The Preliminary Discussion
12 The Fact Find Meeting
13 Time Management
14 Agendas
15 Sharpening the Axe
16 Dealing with the Unexpected: lateral thinking
17 Communicating Complex Things in a Simple Way
18 Personal Introductions
19 Professional Introductions
20 The Value of Networking
21 Safety in Numbers
22 Working for our Clients
23 Delivering Proceeds
24 He who Makes no Mistakes makes Nothing
25 Taking my Eye off the Ball
26 The Global Village
27 Adding Value
28 A Glimpse into the Future
Appendix
About the author

About the Author

Lee Clarke is a successful independent financial adviser and has developed his business over many years so that he now has up to three generations of clients within some families. Throughout his career Lee has committed himself to his profession and to raising standards through an active participation in his professional associations. He is a Past President of his Chamber of Commerce, a founder member of the Institute of Financial Planning, a founder member of the Professional Speakers Association and has served on many committees and task forces of MDRT, the professional association for financial services professionals worldwide. Lee is in demand as a speaker and has addressed audiences in the UK, India, the USA, Canada and Europe as well as being a regular local radio contributor on personal finance matters.

Reviews

This book is packed with examples and insights that you can use immediately to help solve your clients' problems and build yourself an enviable reputation as a knowledgeable and trusted financial adviser. Lee's ability to make the complex simple and to provide advice that matters to the client is both the secret to his success and the reason that he has been my trusted adviser for over 20 years!
*Mark McGregor, Author and Client*

Lee has gone to considerable lengths to ensure the advice he has given to me and to my family over the years is in keeping with our values. He has navigated us through the troubled waters of recession and ensured above all that we feel listened to and understood. As a consequence I have felt able to recommend him to a number of friends and business associates. His book reveals many of the stories and examples he uses with his clients to unravel the complex and to instill confidence in his advice.
*Graeme H. Chapman MBE Charity Fund Raiser*

Lee has built a very good business from scratch, based entirely on personal introductions and effective networking. The ideas and real-life examples in Lee's book will help you to set yourself apart from the competition and build a profitable client bank while becoming a trusted and respected member of your community.
*Tony Gordon, Past President - MDRT*