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Financial Professionals Guide to Communication, The: How to Strengthen Client Relationships and Build New Ones
- By Robert L. Finder
- Published Oct 18, 2012 by FT Press. Part of the Applied Corporate Finance series.
- Copyright 2013
- Dimensions: 5-3/8" x 8"
- Pages: 208
- Edition: 1st
- Book
- ISBN-10: 0-13-301790-7
- ISBN-13: 978-0-13-301790-8
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Product Author Bios
BOB FINDER (St. Louis, MO) is Managing Director of Wells Fargo Advisors' Investment Management Consulting Group. Finder and his team work closely with leading financial advisors worldwide to develop investment solutions for high net worth individuals, institutions, foundations, and retirement funds. Formerly SVP and Executive Director of Wealth Management Solutions at Prudential Investments, he created and delivers "Premier Forces," an intensive training program for elite financial advisors. He holds Certified Investment Management Analyst (CIMA) and Certified Investment Strategist (CIS) designations, and a J.D. and LL.M. in Taxation from Washington Univ. School of Law.
Today, financial clients are profoundly skeptical. They’ve been burned. Their consultants and advisors talk too much, use too much confusing technical jargon, work from too many boilerplate scripts, repeat too many generic caveats and useless disclaimers. Above all, clients say, their advisors don’t listen well, and don’t link their own needs and views to the recommendations they present. To succeed in today’s radically new environment, financial advisors must first transform the way they communicate. In The Financial Professional’s Guide to Communication, one of the world’s leading experts on the financial client relationship shows them how to do precisely that. Drawing on his experience training elite financial professionals worldwide, Bob Finder shows how to actively listen, speak plainly with precision and passion, and engage clients with uncommon effectiveness. Finder demonstrates how to focus relentlessly on what matters most to each individual client, and then deliver intensely relevant recommendations with clarity and impact, in your own voice. You’ll learn how to bring imagination, creativity, and even entertainment to your presentations and conversations, and use constructive criticism to keep improving with every new client meeting. Using these proven techniques, you can deliver truly extraordinary levels of professionalism and service, gain the powerful new competitive edge you’re desperately searching for – and earn equally powerful rewards for yourself.
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3 of 3 people found the following review helpful
Hits the right points, By
This review is from: The Financial Professionals Guide to Communication: How to Strengthen Client Relationships and Build New Ones (Applied Corporate Finance) (Hardcover)
Customer review from the Amazon Vine™ Program (What's this?)
The lessons from this book should be followed by anyone that wants to improve their communication skills. In my opinion, the most important point in this book is that one should be a good listener. Only when you listen can you actually learn what your client or customer (or just about anybody) really means or wants.There are also many other suggestions in this book, like avoiding non-words (e.g., uh, um) and hedge words. In my opinion, some of the suggestions are easier said than done. Specifically, many people are afraid of public speaking or presenting to a relatively large crowd that adding several other key thoughts may be overwhelming. Therefore, I don't know how realistic one can get to attaining all the prescriptions in this book. Nonetheless, I think that if one strives to master all the suggestions in this book (even though not perfecting all of them), one will definitely become a better communicator.
5 of 6 people found the following review helpful
Excellent, clear and concise, By Michael C. Thomsett (Nashville, Tennessee USA) - See all my reviews
This review is from: The Financial Professionals Guide to Communication: How to Strengthen Client Relationships and Build New Ones (Applied Corporate Finance) (Hardcover)
This book helps anyone who speaks in front of others, to improve how they communicate. Among the is the advice to listen rather than speaking, with many great details. If you are in the business of interaction with anyone else in sales, business, or consultation, this book will vastly improve how you are perceived. Highly recommended.
2 of 2 people found the following review helpful
Solid information but doesn't practice own advice,
This review is from: The Financial Professionals Guide to Communication: How to Strengthen Client Relationships and Build New Ones (Applied Corporate Finance) (Hardcover)
Customer review from the Amazon Vine™ Program (What's this?)
This is a mixed review. On one hand, the book does provide solid information and examples for improving communication...so far so good. On the other hand, the author fails to take his own advice and spends an inordinate amount of time talking about his own lifestyle, situations and scenario's...yes, most of the time they provide an example to the issue at hand but rarely are they required. It fluffs up the book but does little to drive the point home.Additionally, while the book is long on opinion and actually presents some fairly good advice, it's not substantiated with data, stats or studies. WHEN they are presented, they tend to be very good...but the author scrimps in that direction. Like most people who know their field very well, the author takes a "take it from me" approach and fails to substantiate what he knows with outside resources. Overall a quick read that is not without merit but is limited by the lack of outside hard-hitting data/stats etc and... Read more |
Online Sample Chapters
Introduction to the Financial Professional's Guide to Communication
The Financial Professional's Guide to Communication: Defining Your Core
Table of Contents
Introduction: The Power of the Dance 1
Chapter 1: Defining Your Core 5
Chapter 2: The Secret of Listening…Critically 23
Chapter 3: “Your Financial Professional Will See and Hear You Differently Now” 45
Chapter 4: Please, Tell Me More 53
Chapter 5: Any Simple Questions? 69
Chapter 6: The Secret of Speaking…Critically 85
Chapter 7: Just Get Rid of Them 95
Chapter 8: What Did He Say? 105
Chapter 9: The Eyes Say It All 113
Chapter 10: Are You a Substance Abuser? 131
Chapter 11: It’s Showtime! 159
Chapter 12: Wise Emperors 177
Conclusion: Let the Dance Begin 185
Index 193
Sample Pages
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