Clients for Life: How Great Professionals Develop Life Insurance Selling (07/00) Vol. 75, No. 7 p.158; Sheth, Jagdish; Sobel, Andrew
The new book, "Clients for Life: How Great
Professionals Develop Breakthrough Relationships" by Jagdish
Sheth and Andrew Sobel, identifies seven characteristics needed
if a professional wants to develop from an expert for hire to a
good adviser who creates enduring client relationships. One
attribute is "selfless independence." This is a disposition of
complete financial, intellectual, and emotional independence from
clients, while remaining dedicated to the clients' agendas.
Another characteristic is empathy, which helps an adviser
understand a client's needs and the context from which they come.
The other qualities include becoming a generalist, cultivating
the powers of synthesis, and developing judgement, conviction,