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, and trust.

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