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 "e;hearing"e; 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 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.

Exploring the Human Element of Financial PlanningCommunication 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® 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.

Preface xiAcknowledgments xxvHow to Use This Book xxviiIntroduction xxixChapter 1 An Introduction to Applied Communication 1IntroductionFinancial Planning OutcomesCommunication DefinedThe Theory of CommunicationThe Importance of FeedbackConclusionSummaryChapter ApplicationsNotesChapter 2 Structuring the Process of Interpersonal Communication 21IntroductionSocial Penetration TheoryOrientationExplorationAffective ExchangeStable ExchangeRelationship Benefits and CostsAccounting for StressBuilding Client Trust: An Appreciative Inquiry ExampleSummaryChapter ApplicationsNotesChapter 3 Structuring the Process of Communication through the Office Environment 37IntroductionIdentifying Target ClienteleUnderstanding the Office EnvironmentStress and Communication: Bringing the Pieces TogetherSummaryChapter ApplicationsNotesChapter 4 Listening Skills 57Paying Attention to the ClientAttending to What Is SaidInterpreting What Is HeardTransference and CountertransferencePassive versus Active Listening and RespondingSilence: A Stressful Time for Client and Financial PlannerResponding to "I Don't Know"SummaryChapter ApplicationsNotesChapter 5 Questioning 75IntroductionOpen-Ended QuestionsClosed-Ended QuestionsChoosing Between Open and Closed-Ended QuestionsQuestion TransformationsSwing QuestionsImplied and Projective QuestionsScaling QuestionsSummaryChapter ApplicationsNotesChapter 6 Nondirective Communication 91Why Nondirective Communication?Outcomes Associated with Nondirective CommunicationClarificationSummarizationReflectionParaphrasingStyles of ParaphrasingSummaryChapter ApplicationsNotesChapter 7 Directive Communication 109Direction: The Essence of Financial PlanningInterpretationReframingExplanationAdviceSuggestionUrgingConfrontationUltimatumSummaryChapter ApplicationsNotesChapter 8 Trust, Culture, and Communication Taboos 135Understanding a Client's Cultural AttributesInterpersonal PreferenceRisk ManagementCulture and TrustCommunication TaboosA Cultural ExampleSummaryChapter ApplicationsNotesChapter 9 Politeness and Sensitivity in Communicating with a Broad Range of Clients 157The Power of LanguagePolitenessPoliteness through Inclusion versus ExclusionSensitivityLanguage SensitivitySummaryChapter ApplicationsNotesChapter 10 Financial Planning--A Sales Perspective 173Sales ModelsThe Challenger ModelThe Consultative ModelManipulation versus PersuasionConsultative Selling and CompensationUnderstanding Client BehaviorDealing with "No"The Ethics of SellingSummaryChapter ApplicationsNotesSolutions 189About the Authors 193About the Companion Website 195Index 197