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Seminar paper from the year 2006 in the subject Business economics - Marketing, Corporate Communication, CRM, Market Research, Social Media, grade: 1,3, http://www.uni-jena.de/ (Philosphische Fakultät - Lehrstuhl Interkulturelle Wirtschaftskommunikation), course: Interkulturseminar USA-Deutschland, 15 entries in the bibliography, language: English, abstract: Globalization has led to remarkable changes in the way we conduct the world's business. International Mergers and acquisitions are en vogue today. The advantages quoted by managers include advantages of scale, increased shareholder value, access to new markets, lower overheads and so on. The number of international mergers and acquisitions between German and American companies increased a lot during the last years, as well. At the beginning there are high hopes and elation connected with the deal. But the long-term reality, however, is much the opposite. At least 50 percent of all international mergers and acquisition activity fails, no matter how the success is measured. There are also lots of companies who failed, who are therefore not able to benefit from some positive synergy effects like cost reductions. Why did that happen? A survey tried to analyze the reasons for this. The surprising result was that just 30% of the failures were attributed to the "hard factors" of business, like planning, finance or technology. For the rest, the reason lay in the so-called "soft factors", which contain cultural and organizational behaviour. Somewhat less acknowledged, although hardly disputed, is the positive and negative impact of cultural aspects on the success of M&A activity. The following work reveals the differences between American and German business culture and also analyzes its historical and social background. Thereby, the main goal is to disprove that American and German business styles are almost similar. Furthermore, at the end the reader should know more about the existing differences between the two

• Sales Rank: #12365795 in Books
• Brand: Brand: GRIN Publishing
• Published on: 2013-11-17
• Original language: English
• Number of items: 1
• Dimensions: 8.50" h x .7" w x 5.51" l, .10 pounds
• Binding: Paperback
• 28 pages

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• Used Book in Good Condition

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In recent years, the evolution of noninvasive vascular technology used to investigate macro- and microcirculation in vascular disorders has produced a large amount of information and increased our knowledge of vascular pathophysiology.
Andrea Ledda and his clinical research group, well known to their international colleagues, describe new developments, trends and techniques in andrology and stress the importance of vascular disorders in erectile dysfunction and varicocele in association with infertility.

• Sales Rank: #1276583 in Books
• Published on: 2013-10-04
• Released on: 2013-10-04
• Original language: English
• Number of items: 1
• Dimensions: 9.25" h x .37" w x 6.10" l, .0 pounds
• Binding: Paperback
• 149 pages

From the Back Cover
Erectile Dysfunction is a complex syndrome associated and determined by several separate vascular and nonvascular factors. In recent years, the evolution of noninvasive vascular technology used to ivestigate macro- and microcirculation in vascular disorders has produced a large amount of information and increased our knowledge in vascular pathphysiology.
In the specific field of vasculogenic dysfunction two major problems have been defined using ultrasoung based methods: a decrease in arterial inflow and an increased venous outflow. As erection is the result of the delicate balance and timing between blood inflow and outflow, these problems are compatible and often overlapping as both vascular alterations are present in patients with vasculogenic erectile dysfunction.
Apart from the problems regarding macrocirculation the authors discuss the role of microcirculation, the presence of localised or diffuse fibrosis in the corpora cavernosa, the possibly overstated role of venous leak, and pharmacology and its new interesting developments. In the field of infertility a new test using color duplex to reliably evaluate the presence of asymptomatic varicocele is described.
As most problems in andrology are related to vascular alterations, the evaluation and quantification techniques for the vascular abnormalities described in this volume have created a new branch in medicine the editor and his group of authors are a major part of. They have delivered a comprehensive book which deals with these new trends in andrology and stresses the importance of vascular disorders in erectile dysfunction and varicocele in association with infertility.

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• Published on: 1980
• Binding: Paperback

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There are hundreds of watercolor paints on the market, with widely varying characteristics, appearances, and names. This easy-to-use book cuts through the confusion. In this informative, 128-page book, author Jan Hart covers pigment properties while providing helpful information on combining colors on the palette for optimal effect. The full-color book features an array of step-by-step painting demonstrations and a must-have glossary of pigment equivalencies for the most popular paint manufacturers.

• Sales Rank: #418694 in Books
• Published on: 2007-12-01
• Original language: English
• Number of items: 1
• Dimensions: 8.75" h x .43" w x 8.75" l, .96 pounds
• Binding: Paperback
• 128 pages

Review
This is a reissue of The Encyclopaedia of Colour for Watercolour Artists that first appeared in 2007. You have to hunt around a bit for that information, but we won't dock any points as they've been honest. Although it has UK origins, there's an American feel, the author is American and you can't help suspect it was originally conceived for that market. There's nothing wrong in that, but you might want to be aware that some of the colours are quite bright and the portraits, landscapes and buildings have a transatlantic air. All that said, it went down well on its original appearance and the book has a pleasantly straightforward approach to a slightly nebulous subject that the author manages to pin down rather successfully. The basic premise is to help you choose what colours are best for your style of painting from the hundreds (even thousands) available, selecting from single-pigments to pre-mixed hues as well as those which granulate, those which are most transparent and a selection of the opaques. All this is done by means of simple spreads with example paintings which are explained and deconstructed with an analysis of the colours that were used. The progression is subject-based, so this isn't one of those books that straitjackets you into choosing your colours before you start to paint, surely one of the most pointless exercises there is. The almost complete lack of step-by-step demonstrations will please many readers and the book has a pleasant feel of serendipity about it as you flick through the pages. It's something to have around you and dip into for ideas rather than something to read through as an instruction manual, and all the better for that.-Artbookreview.net When I started reading this I thought I could remember it from earlier - it was previously published as The Encyclopaedia of Colour for Watercolour Artists. Its worth republishing as its a super book and the new title more accurately reflects the content in my opinion. It's an amazing book that ought to be considered the watercolourists Bible. I have learned so much about colour, from how its made to how to use in conjunction with other colours for best effects. In fact the colour aspect is useful and interesting for all artists whatever medium they use. The properties of colours over long periods are important and Jan explains how paints made from inorganic or organic can affect this. I found the explanation of how to read the information on paint labels really helpful. If you are concerned about longevity of colours and works this is information that is indispensable. The colour wheel she shows is excellent showing where various named colours fit in the colour spectrum, useful when you wonder what sort of yellow is isoindolinone yellow... The book covers which colours are transparent non-staining or staining, sedimentary and opaque paints, granulating paints and how to use these to exploit the special effects they have. The latter half of the book covers different subjects and how to choose not just the correct colours to enhance your subject but how to select the type of colour and which techniques to use to show them at the best effect. I found the section covering New Developments really interesting as it covers metallic paints, something I personally find very exciting and was really interested in reading about how these paints were developed. This incredible book is really interesting for anyone who wants to know more then just the basics, have such a range of information you'll want to dip back in to it again and again. If you only want one reference book about colour this must be it.-JeannieZelos.com This inspiring book considers a wide variety of paints, pigments and approaches. Jan Hart investigates many of the hundreds of watercolour paints on the market, exploring their widely varying characteristics. This is more than just a paint-mixing manual, as it gives information and suggestions about using modern watercolours, such as transparency and opacity, glazing, underpainting and reduced palettes, including tertiary combinations and spilt complementaries. It considers many of the new formulations, such as lighter-bodied paints, organic and synthetic pigments and new materials, from plastic papers to iridescent colours. This in-depth reference guide will give any reader greater confidence in experimenting with different materials and colours.-The Artist Takes the artist on a journey through the potentially confusing subject of colour mixing. Jan has been a professional watercolour artist and teacher for 30 years, and is currently based in Costa Rica where she runs classes and painting holidays. Jan explains the properties of pigments, from single-pigment paints to special hue mixtures, creating an understanding of when and how to use a range of creative palettes. Paintings by the author describe how to mix appropriate colours with plenty of step-by-step demonstrations. There is also a gallery of subject-specific works by other artists, with descriptions of colours and techniques uses.-Leisure Painter

About the Author
Jan Hart has been a professional watercolour artist and teacher for over 25 years. Based in Espanola, New Mexico, she runs classes and artists' painting vacations at her home studio as well as organising workshops in Seattle, Arizone, and Costa Rica. The spectacular landscape, light, and colours of New Mexico provide an endless source of inspiration for Jan's watercolours. Jan has a Bachelors degree in Chemistry, which is one of the reasons she so loves pigments, and indeed why she became a watercolour artist.

Most helpful customer reviews

32 of 32 people found the following review helpful.
Wonderful and inspiring
By Parka
[[VIDEOID:mo3QX46LKDL44X7]]This is a beautiful and useful book dedicated to understanding colours as used in watercolour.

It's split into three parts. Section 1 is on understanding pigment properties. Section 2 touches on the colour palettes and schemes. The last section looks at how you can use colours on different subject matters that range from landscapes to portrait drawings.

The text is informative and written in a way that's easy to understand. The pages are nicely laid out with beautiful examples from the author Jan Hart as well as other watercolour artists. You can get to check out different styles and the versatility of watercolour.

I like that the examples show the many possibilities of using colours, especially on putting colours on subjects that you don't normally associate them with. There are a couple of cool demonstrations on how different colour schemes can produce different moods even with the same subject.

There are many tutorials and little exercises scattered around, with lots of tips, ideas and techniques on the different ways you can experiment on your own.

This is an interesting and inspirational book. Even if you're not into watercolour, you might have second thoughts after reading this.

(There are more pictures of the book on my blog. Just visit my Amazon profile for the link.)

0 of 0 people found the following review helpful.
Excellent watercolor resource!
By Barbara
I love this book! Jan provides an clear, logical way to think about color and provides a good foundation for watercolor artists. Jan has a science mind and artist heart, it is a beautiful combination. I was fortunate to take a class from her and this book is a reflection of her teaching style. It is out of print and I was hesitant to add one more book to "my collection of watercolor books", but I'm glad I spent the money.

1 of 1 people found the following review helpful.
A '4' corners tool kit
By Ron Veelik
Jan: does her painting in the four corners area. This book covers a lot of possibility, that can be put to use in that wonderful part of the country. She may be addicted to Dan Smith brand paint, but that only helps explain her wonderful use of an outstanding palliate of available watercolor pigments. She is a master of color mixing/application/value selection etc. And she can get her thoughts across to most any intermediate/experienced watercolor painter.

A fun book to spend a few days in the studio (or kitchen table) just trying out her methods. Just copy the art out of the book. I can see that this will be in my permanent collection .

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The pace of modern life is accelerating. To keep up, we must keep on moving and adapting – constantly striving for greater happiness and success. Or so we are told. But the demands of life in the fast lane come at a price: stress, fatigue and depression are at an all-time high, while our social interactions have become increasingly self-serving and opportunistic.

How can we resist today's obsession with introspection and self-improvement? In this witty and bestselling book, Danish philosopher and psychologist Svend Brinkmann argues that we must not be afraid to reject the self-help mantra and 'stand firm'. The secret to a happier life lies not in finding your inner self but in coming to terms with yourself in order to coexist peacefully with others. By encouraging us to stand firm and get a foothold in life, this vibrant anti-self-help guide offers a compelling alternative to life coaching, positive thinking and the need always to say 'yes!'

• Sales Rank: #14764 in Books
• Brand: imusti
• Published on: 2017-03-13
• Original language: English
• Dimensions: 8.30" h x .60" w x 5.40" l,
• Binding: Paperback
• 152 pages

Features

• WILEY ACADEMIC

Review
"So rather than urging you to ?think positive?, ?listen to your feelings?, ?trust your inner voice?, and other refrains of the self-help industry, Brinkmann advocates their opposite in seven steps, which include ?Cut out the navel-gazing?; ?Focus on the negative in your life?; ?Suppress your feelings?; ?Dwell on the past?; and ?Sack your coach?. I must say, they work for me."
Carol Midgely, The Times

"Stand firm is a brilliant, funny, liberating and significant critique of the dominant and individualizing hamster wheel culture that we live in... Brinkmann's book is for the people - that is all, for all of us." - Politiken

"A satirical, but also very deep alternative to the current compulsion for self-developement." - Berlingske Tidende

"Every once in a while a book comes along that is both ironic and serious, both funny and challenging, both timely and wise. Stand Firm, with its seven steps toward living against our accelerated culture of neoliberal 'self-realization', is such a book. It should be on the bookshelf of every person concerned with the state of the world ? or with the state of themselves" - Todd May, Clemson University

"Stand Firm is an exhilarating broadside against the intense modern pressure to do more, be more, to become happier and more productive, and to 'find yourself'. In championing Stoicism over the relentless and exhausting wild-goose chase of self-help, Svend Brinkmann - though he might not like the fact - has written a book that truly helps." - Oliver Burkeman, The Guardian

"This wonderfully funny and intelligent book not only exposes the foolishness of the self-help cult, but also offers a concrete and appealing alternative, reminding us that philosophy is as relevant for living our lives today as it has ever been." - Carl Cederstrom, Stockholm Business School

"As designs for life go, it may just be brilliantly outlandish enough to work." - Irish Independent

"With anti-self-help such as this, small wonder Denmark is the world's happiest county." - Belfast Telepraph

About the Author
Svend Brinkmann was living the relatively sedate life of a professor of psychology at Aalborg University when Stand Firm was published. The book was an overnight sensation in Denmark and catapulted him into the media limelight as a leading public intellectual and cultural critic. Svend now travels widely to host events and lecture on the big questions of modern life. He has featured in several documentaries, and presented Live Fast on Danish television and the Meaningful Life series on national radio.

Most helpful customer reviews

1 of 1 people found the following review helpful.
Two Thumbs Up
By Book Fanatic
Two enthusiastic thumbs up for this unique book. This is not a long book, only 150 or so pages so it is a quick and easy read. However there are some profound insights into what is wrong with the inward -looking self-development craze that seems to dominate modern life. The author here has a very, very different view and and explains why in this anti-self-help self-help book. I don't think this is a great book but it is so different from what one normally finds that I have to give it five stars. Everyone who has ever read a self-help book (which is probably just about everyone who reads books) needs to read this book as an antidote. I can easily recommend this book and the valuable advice you'll find inside.

0 of 0 people found the following review helpful.
At last, my book has come along!
By Sally
If you've read Seneca and Marcus Aurelius, then this is a book for you. If you haven't read them, then read Stand Firm and then graduate to the great Stoics. I loved this book. Integrity is the name of the game....what the world needs now.

5 of 12 people found the following review helpful.
Agreed! Who Needs A Vision?
By Burnt Glass
Who “Needs a Vision” ? – Medium

Sep 18, 2015
Who “Needs a Vision” ?

Trundling along the happy trails, for me I’ve been a passenger, a driver, a witness and a builder. Each role an all encompassing experience for this entity in a body with a spirit composed of coagulated stardust.

Nowhere in a book have I found so far the unique unifying justification for needing a vision. Wait a minute, I almost did, learning of guide posts/beacons for Robert Pirsig’s enjoying a certain walk on the Tibetan mountainside — but when following the Monks relentlessly like Pirsig tried. to tired me out, it sufficed to alter the view to match the circumstances, simply reimagining the game with new rules eventually replaced all that had gone before.

The need for “a vision”, a purpose is everywhere. Faiths promise rewards in a hereafter being the universal baseline. Holy Men now replaced by inspiring gurus preaching “finding your passion” a holy grail.

I’m passionate daily. Great TV episodes. Beautiful women. Satiating meals. Satisfying moments of climbing little hills, writing funny wordy replies on blogs and timelines. Tickling grandchildren writhing in teary laughter. Glimpsing the far off cliff. Yes it’s a game once joined often forgotten in origin. Without the daily acknowledgment of death, blinded by a “passionate vision” determined to make top dog. I say forget it.

A journey of 1000 steps can be 1000 wasted opportunities if each step is a clueless means to the vision at the end of a rainbow. Stepping out along the boulevard of endless possibilities, role playing games seem to garner the highest participation. Charge the windmills then sail the seas. Farm the land, then land in prison. Love someone; the one you chose to be with now if you can’t keep that one you once loved.

At least for me: No vision need apply.

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[Q446.Ebook] Download PDF 'Oft in Danger': The Life and Campaigns of General Sir Anthony Farrar-Hockley, by Jonathon Riley

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'Oft in Danger': The Life and Campaigns of General Sir Anthony Farrar-Hockley, by Jonathon Riley

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This is the biography of the most distinguished field commander of modern times, who turned to scholarship and writing at an early stage of his career and pursued both professional military life and historical study in parallel. In later life he also took to broadcasting and commentating. Half his military life was spent abroad on operations and his career spanned the period from the Second World War, in which he served as a platoon and company commander, winning the MC in Greece and being mentioned in dispatches, and then the campaign in Palestine. He fought in the Korean War, during which he was at the Imjin River – where he won his first DSO – and then spent three years as a prisoner of the Chinese Emergency during which he made six escape attempts, was beaten, starved and tortured. He then served in Cyprus, at Suez and in the intervention in Jordan. He commanded 3 Para in the Radfan, where he won his second DSO. He then served in Borneo and was later the first Commander Land Forces in Northern Ireland. He ended his military career as Commander-in-Chief of NATO’s Northern Region.

Understanding Farrar-Hockley the soldier is impossible without also understanding Farrar-Hockley the scholar; the reverse is also true. He was never a stranger to controversy – Margaret Thatcher valued his candid advice because, as she said to him, ‘you tell me things I didn’t know’; and he never walked away from a fight in his life. He was a man of redoubtable character and huge achievements, an inspirational leader and commander in peace and war, at every level.

REVIEWS

My father had a small collection of books from the Companion Book Club - this was in the 1950s, the club would send you a monthly selection, which included works by Beverley Nichols and Hammond Innes, in distinctive book club jackets. There was a book by Sir Anthony Farra-Hockley in the series, which I remember reading, but don't really remember the content that much, other than the impression that this was a very special man, a wartime hero, something that is borne out by this superb book by Jonathan Riley.’ -
Books Monthly UK

• Sales Rank: #3733967 in Books
• Published on: 2015-11-20
• Original language: English
• Dimensions: 9.50" h x 6.75" w x 1.50" l, 3.44 pounds
• Binding: Hardcover
• 416 pages

About the Author
Riley-University of Liverpool, UK

Most helpful customer reviews

0 of 0 people found the following review helpful.
Comprehensive, Thorough but sometimes too wordy but otherwise a beautiful volume well written and presented
By Jason Goodwin
Quite possibly the finest bio of a modern British leader we have ever seen. The book is thorough.....maybe slightly too thorough... in explaining the man, his craft, his motivation. A little too much time spent explaining the events, politics etc as most readers will be aware of the background. Too the author I can only say this is the most comprehensive, loving and measured review of the life of a great man. Bravo Sir well done!

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[Y141.Ebook] Download Parchment, Printing, and Hypermedia, by Ronald Deibert

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Interweaving media theory and historical analysis, this book explores the effect new digital-telecommunication technologies, which Deibert calls hypermedia, will have on the distribution of political power in the next century. Deibert tracks the transformation of Europe from the medieval to the modern and then turns to the hypermedia age, where new digital technologies such as the Internet, encryption, and high-resolution satellite imaging favor nonterritorial institutions and communities, shifting political authority and policymaking from individual nations to transnational corporations, global financial markets, and nongovernmental organizations and activists.

• Sales Rank: #1447919 in Books
• Published on: 1997-04-15
• Original language: English
• Number of items: 1
• Dimensions: 9.05" h x .75" w x 6.01" l, 1.05 pounds
• Binding: Paperback
• 334 pages

Review
Depicts the links across some six centuries of history and a vast array of modern and postmodern concepts, leaving the reader with a keen sense of both the continuities and changes that have marked the human condition. The book is a 'must' read for anyone eager to probe beneath the surface of world affairs.

Review

Depicts the links across some six centuries of history and a vast array of modern and postmodern concepts, leaving the reader with a keen sense of both the continuities and changes that have marked the human condition. The book is a 'must' read for anyone eager to probe beneath the surface of world affairs.

(James N. Rosenau, George Washington University)

About the Author

Ronald Deibert is professor of political science at the University of Toronto.

Most helpful customer reviews

0 of 3 people found the following review helpful.
Haven't read - didn't need....
By Annie
Didn't end up needing this book as my class got cancelled - the book came in 2 days, as expected from Prime and in great condition so I would do business with this seller again but as for the book, I am not sure as I haven't read it and don't intend to as my class was cancelled so I took something else instead. Now I'm stuck with this book and three others that I purchased for the class that never took place!! ugh!

3 of 3 people found the following review helpful.
Wonderfully rich
By A Customer
This book is a stellar contribution to the understanding of how communication technologies affect world politics. Its rich in historical detail, wonderfully well written, and provocative in its conclusion. A must read.

2 of 2 people found the following review helpful.
wow
By A Customer
Deibert has written a book that gives an awesome portrayal of the way in which information technologies interact with society and political forces. I would say that after having read this book I now have a much better grasp of a truly sophisticated understanding of the causal relationship between society and communications. This is a great contribution to medium theory.

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Die achte Geschichte. Neunzehn Jahre später. Das Skript zum Theaterstück!
Harry Potter und das verwunschene Kind, basierend auf einer neuen Geschichte von J.K. Rowling, John Tiffany und Jack Thorne, ist ein neues Theaterstück von Jack Thorne. Es erzählt die achte Geschichte in der Harry-Potter-Serie und ist gleichzeitig die erste offizielle Harry-Potter-Geschichte, die auf der Bühne präsentiert wird. Das Stück feierte am 30. Juli 2016 im Londoner West End Premiere.
Es war nie leicht, Harry Potter zu sein – und jetzt, als überarbeiteter Angestellter des Zaubereiministeriums, Ehemann und Vater von drei Schulkindern, ist sein Leben nicht gerade einfacher geworden.
Während Harrys Vergangenheit ihn immer wieder einholt, kämpft sein Sohn Albus mit dem gewaltigen Vermächtnis seiner Familie, mit dem er nichts zu tun haben will.
Als Vergangenheit und Gegenwart auf unheilvolle Weise miteinander verschmelzen, gelangen Harry und Albus zu einer bitteren Erkenntnis: Das Dunkle kommt oft von dort, wo man es am wenigsten erwartet.

• Sales Rank: #190121 in eBooks
• Published on: 2016-09-24
• Released on: 2016-09-24
• Format: Kindle eBook

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Five Stars
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[Z307.Ebook] Download Storyselling for Financial Advisors : How Top Producers Sell, by Scott West, Mitch Anthony, Mitch Anthony

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Learn what makes a client trust you to be their financial advisor. 

Put the power of story telling into selling financial products. The authors explain the process of making these intuitive connections, then translate their findings into understandable and practical strategies that any financial professional can use. They present actual stories, including many by Warren Buffet, one of the greatest "storysellers" of all time. These actual stories can help financial pros tap into the "gut reaction" of different types of clients. the book also includes special topics on communicating to women, the 50+ market, and the affluent.

• Sales Rank: #23211 in Books
• Color: Blue
• Published on: 2000-01-12
• Released on: 2000-01-12
• Original language: English
• Number of items: 1
• Dimensions: 9.00" h x .80" w x 7.25" l, 1.30 pounds
• Binding: Hardcover
• 246 pages

Features

• Storyselling for Financial Advisors : How Top Producers Sell

From the Publisher
Why are some brokers and advisors thriving while others struggle to survive?

In Storyselling for Financial Professionals, Scott West and Mitch Anthony point out:

"In an age of online, do-it-yourself investing, people still yearn for mentoring, for guidance, and for affirmation. Many have gone the Lone Ranger route in investing because they haven't been able to find a broker who knows how to communicate effectively. Make the complex simple and understandable and you will never lack for clients. The storyselling truths and examples in this book will revolutionize the way you sell financial services, and yourself."

Be sure and visit storyselling.com for more information.

Praise for Storyselling for Financial Professionals

This book is tremendously useful as a practical, well thought out tool to help build stronger relationships with your clients. This book integrates left- and right-brain research in a powerful way.

Olivia Mellan, Author of Money Harmony: Resolving Money Conflicts in Your Life and Relationships

This book is a gem! It should be required reading for aspiring sales professionals in the financial services industry. What impresses me about this book is that its teachings are based on real world success stories, not on some obscure psychological theory. As an added bonus, it's fun to read.

Don G. Powell, retired Chairman, President, and CEO, Van Kampen Investments

I founded H.D. Vest on the idea that clients are much more willing to invest with someone who they know has their best interests at heart. Scott West and Mitch Anthony have lucidly explained how the art of the raconteur and the niche-picking strategy of the entrepreneur can combine with this personal approach to make for incredible selling success. I will enthusiastically recommend this book to our representatives.

Herb D. Vest, Chairman and CEO, H.D. Vest

The best ideas are the simplest. Storyselling for Financial Advisors by Scott West and Mitch Anthony provides an easy to use method to communicate important, but often confusing concepts to your client.

James S. Putnam, Managing Director, National Sales, LPL Financial Services

From the Inside Flap
HIGHLY PERSUASIVE individuals, including many top financial professionals, engage clients by using similes, metaphors, anecdotes, and illustrations. They ask open-ended questions, and listen intently to clients' stories, histories, and backgrounds to elicit valuable information and make deep human connections. This communication style allows them to better serve their clients' financial needs -- and sell more effectively in the process.

In Storyselling for Financial Advisors, authors Scott West and Mitch Anthony explain how to make these intuitive connections, and they outline understandable and practical strategies that any financial professional can use. The stories of Warren Buffet -- one of the greatest "storysellers" of all time -- and others help financial pros tap into the gut reaction of different types of clients, all the while engaging both sides of the brain -- the logical side and the emotional, intuitive side. Storyselling persuasion techniques offer:
-- insights to encourage others to tell their stories
-- techniques for making memorable and understandable client presentations
-- strategies for tapping into the affluent market
-- ways to approach women investors
-- surefire tactics that address the unique stories behind the 65+ market
-- methods for using stories and analogies to illustrate abstract investment concepts such as compound interest, growth and value, retirement, and more.

Storyselling for Financial Advisors is the first book to combine whole-brain persuasion techniques with the sales of financial products. Follow this guide and soon you will be on your way to becoming a financial services professional who:
-- sells in an illustrativeand straight-forward manner.
-- excels in relating and communicating with clients.
-- develops specialized audiences for your services.

About the Author
Scott West is senior vice president of marketing for Van Kampen Funds. A nationally renowned speaker to the retail brokerage community, he is best known for creative marketing strategies geared to financial services professionals.

Most helpful customer reviews

64 of 66 people found the following review helpful.
Engage the Right Side of Your Brain
By J.D. Cahill
This is an excellent book. Numbers and statistics put clients to sleep. But describing a financial concept by telling a story engages the client(s). I am a Financial Advisor, and when people ask me what I do as a Financial Advisor, I tell them a story. Sometimes I go with this (this is not in the book): "The average American spends a dollar the following way: They spend $0.62 on standard of living, $0.25 on taxes, $0.10 on insurance, and $0.03 or less on savings. I find ways to reduce your tax liability, try to reduce your insurance while maintaining proper and adequate coverage, and see if we can cut some spending on standard of living." You would be surprised to see how clients listen to that versus a complex explanation of what a Financial Advisor does - because they can relate to a dollar and how it is spent. If you want to keep trying to imprees clients with how smart you are by using industry jargon, statistics, and other numbers - keep doing it; it may be one more client for me to hook. Buy this book.

45 of 48 people found the following review helpful.
Must Have, Must Read!
By Thomas Howard
This book explains why some very smart people fail to achieve their potential in this fascinating and competitive industry: They do not connect with their clients at the level where decisions are made. Smart investment professionals who truly want to succeed need to integrate every idea and technique it contains so they can help their clients overcome their fears of investing and move confidently toward their financial goals. As a certified financial planner, president of a securities firm, and industry veteran of fifteen years, I immediately recognized the tremendous value of this book. I ordered Storyselling for every investment representative in our company and for each executive in our financial services group.

22 of 23 people found the following review helpful.
And What a Story Told!
By Scuba Diver
Uncommon common sense in approaching potential clients and establishing the vital basis of trust to move an initial meeting into a meaningful, long-term relationship beneficial to both parties. West & Anthony capture the very essence of building on the fundamentals of a value-added client experience, focusing on the essential concept of building the one-on-one rapport that establishes an advisor as the advisor of choice (and sets the stage ultimaely for quality referrals.) I especially enjoyed reading Chapter 13 "Let Me Tell You a Story" focusing on analogies and metaphors--fantastic! A good read and an excellent philosophy to establishing a financial advisory practice. 4 Stars.

See all 72 customer reviews...

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