Communication Essentials for Financial Planners: Strategies and Techniques

ISBN-13: 9781119350781 / Angielski / Twarda / 2017 / 240 str.

John E. Grable; Joseph Goetz

Opis

Exploring the Human Element of Financial Planning Communication Essentials for Financial Planners tackles the counseling side of practice to help financial planners build more productive client relationships. CFP Board's third book and first in the Financial Planning Series, Communication Essentials will help you learn how to relate to clients on a more fundamental level, and go beyond -hearing- their words to really listen and ultimately respond to what they're saying. Expert coverage of body language, active listening, linguistic signals, and more, all based upon academic theory. There is also an accompanied set of videos that showcase both good and bad communication and counseling within a financial planning context. By merging written and experiential learning supplemented by practice assignments, this book provides an ideal resource for any client-facing financial professional as well as any student on their pathway to CFP(R) certification. Counseling is a central part of a financial planner's practice, and attention to interpersonal communication goes a long way toward progressing in the field; this guide provides practical instruction on the proven techniques that make a good financial planner great.

• Build client relationships based on honesty and trust
• Learn to read body language and the words not spoken
• Master the art of active listening to help your clients feel heard
• Tailor your communications to suit the individual client's needs

The modern financial planning practice is more than just mathematics and statistical analysis--at its heart, it is based on trust, communication, and commitment. While interpersonal skills have always been a critical ingredient for success, only recently has this aspect been given the weight it deserves with its incorporation into the certification process. Communication Essentials for Financial Planners provides gold-standard guidance for certification and beyond.

Spis treści

Preface xi

Acknowledgments xxv

How to Use This Book xxvii

Introduction xxix

Chapter 1 An Introduction to Applied Communication 1

Chapter 2 Structuring the Process of Interpersonal Communication 21

Chapter 3 Structuring the Process of Communication through the Office Environment 37

Chapter 4 Listening Skills 57

Chapter 5 Questioning 75

Chapter 6 Nondirective Communication 91

Chapter 7 Directive Communication 109

Chapter 8 Trust, Culture, and Communication Taboos 135

Chapter 9 Politeness and Sensitivity in Communicating with a Broad Range of Clients 157

Chapter 10 Financial Planning A Sales Perspective 173

Solutions 189

About the Authors 193

About the Companion Website 195

Index 197

O autorze

JOHN E. GRABLE, PhD, CFP^®, holds an Athletic Association Endowed Professorship at the University of Georgia (UGA), where he conducts research and teaches financial planning.

JOSEPH W. GOETZ, PhD, is an associate professor of financial planning at UGA and co–founder of the ASPIRE Clinic and Elwood & Goetz Wealth Advisory Group.

CHARLES R. CHAFFIN, EdD, Editor, is Director of Academic Home, CFP Board Center for Financial Planning, where he oversees all initiatives related to academic research, teaching pedagogy, and building the body of knowledge for financial planning.

THE CFP BOARD CENTER FOR FINANCIAL PLANNING is an initiative to create a more diverse and sustainable financial planning profession so that every American has access to competent and ethical financial planning advice. The Center brings together CFP^® professionals, firms, educators, researchers, and experts to address profession–wide challenges in the areas of diversity and workforce development, and to build an academic home that offers opportunities for conducting and publishing new research that adds to the financial planning body of knowledge. More about the Center and its initiatives can be found at www.CenterforFinancialPlanning.org.

Blurb

ADD VALUE TO YOUR SERVICES THROUGH STRATEGIC COMMUNICATION AND COUNSELING

Communication Essentials for Financial Planners is your road map to mastering the human side of financial planning in order to build more productive client relationships. Ultimately your wealth management strategies and investment insight will serve your clients, but before that can happen, you need to relate to them on a fundamental level and go beyond hearing them to listening to what they′re saying. Developed by the CFP Board Center for Financial Planning as a supplementary preparation guide for CFP^® certification, this book covers the core competencies of communicating as a financial planner along with a full toolbox for applying them to real–world practice. With the easy–to–use communication and counselling framework inside, you can:

• Actively take control of the honesty and trust levels shared between you and your clients
• Incorporate active listening and reading body language into your everyday interactions
• Choose from a variety of interactive styles to best fit the personalities of individual clients

Communication Essentials for Financial Planners is your unmatched guide to building gold–standard relationships with your financial planning clients.