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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.
List of contents
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
About the author
JOHN E. GRABLE, PHD, CFP®, holds an AthleticAssociation 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, 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.
CERTIFIED FINANCIAL PLANNER BOARD OF STANDARDS, INC. (CFP BOARD) is an initiativeto create a more diverse and sustainablefinancial planning profession so that every American has access to competent andethical 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.
Summary
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.
