The Financial Professional's Guide to Communication: How to Strengthen Client Relationships and Build New Ones - Hardcover

Finder, Robert L

Hardcover

ISBN 10: 0133017907 ISBN 13: 9780133017908

Publisher: FT Press, 2012

Synopsis

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."

About this title

About the Author

Robert L. Finder, Jr., is a Managing Director for a national financial services firm, working closely with financial professionals to develop wealth management solutions for high net worth individuals and their families, businesses, institutions, and retirement funds. He was previously Executive Director of Wealth Management Solutions at Prudential Investments in Newark, NJ, and also served as National Sales Manager for the Managed Accounts Consulting Group. Mr. Finder was President and Chief Executive Officer of Johnson Heritage Trust Company in Racine, WI, and Landmark Trust Company in St. Louis, MO. Prior to that, he practiced estate planning and tax law. He earned the designations of Certified Investment Management Analyst (CIMA) and Certified Investment Strategist (CIS) from the Investment Management Consultants' Association. Mr. Finder holds a B.A. in international relations from Memphis State University and a J.D. and LL.M. in taxation from Washington University School of Law.

From the Back Cover

"Bob Finder's book is a 'how to' in effective communication skills for financial advisors. In my opinion, one of the things that separates advisors in the middle of the pack from those who take this business to the end of the rainbow is good communication skills. Those at the top build lifetime relationships with clients. They have a sparkle that others lack. Bob Finder is offering you the tools to develop the sparkle, for it is that, combined with deep knowledge of your craft, that produces great advisors."
--Bill Good, Chairman of Bill Good Marketing, Inc., author of "Hot Prospects" and "Prospecting Your Way to Sales Success "
"Bob Finder thoroughly and clearly explains the importance of communication between financial advisors and their clients so clients can be better served and meet their investment objectives. Next to marriage and family, the relationship between financial advisors and their clients is one that both investors and advisors should cherish. Bob's book is a must-read for all financial advisors and serious investors to properly set their investment objectives and follow a clear path to wealth."
--Louis Navellier, Chairman and Founder of Navellier & Associates, Inc.
"Bob Finder has captured and expressed the essential elements of best practices for financial professionals. He has a passion for this business and for deep and meaningful relationships, and this passion shines throughout his book. The writing is straightforward, clear, and full of gems of insight. I recommend it to every financial professional as a must-read."
--Tim Ursiny, Ph.D., CEO and Founder of Advantage Coaching and Training, author of" The Coward's Guide to Conflict" and "Coaching the Sale"
Robert L. Finder, Jr., will transform the way your clients see you--forever. Finder has helped thousands of advisors build unshakable client relationships so they can deliver more value at a fair value.
Gain the respect and confidence you need to do what you're there for: help clients build, manage, protect, and transition wealth.
Clients have never been as confused, as cynical, as conflicted, as they are today. Many are disillusioned and feel neglected. Their advisors talk too much and use too much jargon but offer too little straight talk--and above all, those advisors don't listen to them. There's only one way to thrive in this environment: Be the exception. It starts right here, right now, with this book. Drawing on his experience training thousands of elite financial professionals, Robert L. Finder, Jr., will transform the way you communicate and the results you achieve.
Step by step, you'll discover how to leverage the immense untapped power of listening...earn trust and confidence based on who you are, how much you care, what you know, and what you do...deliver the right messages with precision, clarity, and impact...build successful long-term relationships focused on helping your clients succeed financially.
Gain the powerful new competitive edge you've been searching for!
Learn how to do the following:
Listen to what each client is desperately trying to tell you--and craft advice that reflects itLet your clients help you guide your relationships forwardExude new passion and conviction in all your conversationsCommand both style and substance in every presentationPresent straight-talk, maximum-impact recommendations in your own voiceBuild credibility to offer solutions for all four cornerstones of wealthRecognize your weaknesses, break out of your comfort zone, and keep improvingUse communication and action to consistently prove your value

Edition details

• Publisher: FT Press
• Publication date: 2012
• ISBN 10: 0133017907
• ISBN 13: 9780133017908
• Binding: Hardcover
• Language: English
• Edition number: 1
• Number of pages: 196