Overview

"Research shows that building trust with clients and prospects drives their willingness to engage with you. Warren Cormier offers practical guidance on how to gain and retain clients by using behavioral economics. Part 1 of The Behavioral Approach to Approach to Winning New Clients (and Keeping the Ones You Have!), ""Rewriting the Ground Rules,"" offers six lessons in how to use behavioral economics when communicating with clients and prospective clients. The six lessons in Part 2, ""Transforming Your Role,"" focus on how business professionals can apply the findings of behavioral economics to themselves and their brands. Once you know what you are really selling-and understand what problems you are really trying to solve-you gain a formidable edge. Translating current research into tools of the trade isn't easy, but the author is uniquely qualified to deliver because of his years of experience as a researcher, consultant, and public speaker. Take advantage of the wisdom Cormier has to offer, and open up intriguing avenues for increased connection with clients and prospects."

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9781983605093

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As the founder and president of Boston Research Technologies and Executive Director of the DCIIA Retirement Research Center, Warren Cormier has more than thirty-five years' experience in financial services research and strategic planning. As a recognized leader in market research for the defined contribution industry, he has worked with numerous financial institutions, insurance and mutual fund companies, brokerages, and investment firms. In 2006, he and Shlomo Benartzi, of the UCLA Anderson School of Management, cofounded the Behavioral Finance Forum to promote collaboration between academics and financial institutions to help consumers make better financial decisions. Cormier is frequently interviewed by financial trade publications, and he is frequently an invited speaker at national conferences. He lives in Charlotte and San Francisco.

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