From Selling to Serving
IN THIS SUMMARY
According to Cassara, the devastation and shock of September 11, and the resultant downturn in the market, have caused people in all walks of life to rethink what really matters and to change their fundamental beliefs about their money and what they value.
With this new mind-set, they are searching for advisors in every arena who understand this fresh perspective. Cassara sees this quest as an unprecedented opportunity for professionals in all industries to actually serve their clients as never before. “This is not the time to be operating as an unconscious competent.” Clients and prospective clients want a new relationship with the professional providers in their lives, and only those who understand this unique relationship, and the energy it requires and creates, will succeed.
In From Selling to Serving, Cassara explains how to move from a selling to a serving mind-set in order to create significant, sustained client relationships that simultaneously serve the client and the professional advisor, creating unlimited opportunity and rewards for both.