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.
How to Use This Book xxvii
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
About the Authors 193
About the Companion Website 195
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.