{"product_id":"communication-essentials-for-financial-planners-strategies-and-techniques-hardback-9781119350781","title":"Communication Essentials for Financial Planners; Strategies and Techniques (Hardback) 9781119350781","description":"\u003cfont face=\"Georgia\"\u003e\r\n\u003cp\u003e\u003cfont size=\"6\"\u003eCommunication Essentials for Financial Planners\u003c\/font\u003e\u003cbr\u003e\r\n\u003cfont size=\"5\"\u003eStrategies and Techniques\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\r\n\r\n\r\n\u003cp\u003e\u003cfont size=\"4\"\u003eJohn E. Grable (Author), Joseph W. Goetz (Author)\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003e9781119350781, Wiley\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003eHardback, published 7 April 2017\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003e240 pages\u003cbr\u003e23.1 x 16 x 2.8 cm, 0.431 kg\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\r\n\r\n\r\n\r\n\u003cp align=\"justify\"\u003e\u003cstrong\u003e\u003cfont size=\"3\"\u003e\u003cp\u003e\u003cb\u003eExploring the Human Element of Financial Planning\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003ci\u003eCommunication Essentials for Financial Planners\u003c\/i\u003e tackles the \u003ci\u003ecounseling\u003c\/i\u003e side of practice to help financial planners build more productive client relationships. CFP Board’s third book and first in the Financial Planning Series, \u003ci\u003eCommunication Essentials\u003c\/i\u003e will help you learn how to relate to clients on a more fundamental level, and go beyond \"hearing\" their words to really \u003ci\u003elisten\u003c\/i\u003e 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. \u003c\/p\u003e \u003cp\u003eCounseling 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. \u003c\/p\u003e \u003cul\u003e \u003cli\u003eBuild client relationships based on honesty and trust\u003c\/li\u003e \u003cli\u003eLearn to read body language and the words \u003ci\u003enot\u003c\/i\u003e spoken\u003c\/li\u003e \u003cli\u003eMaster the art of active listening to help your clients feel heard\u003c\/li\u003e \u003cli\u003eTailor your communications to suit the individual client's needs\u003c\/li\u003e \u003cli\u003e \u003c\/li\u003e\n\u003c\/ul\u003e \u003cp\u003eThe 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. \u003ci\u003eCommunication Essentials for Financial Planners\u003c\/i\u003e provides gold-standard guidance for certification and beyond.\u003c\/p\u003e\u003c\/font\u003e\u003c\/strong\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003e\u003cp\u003ePreface xi\u003c\/p\u003e \u003cp\u003eAcknowledgments xxv\u003c\/p\u003e \u003cp\u003eHow to Use This Book xxvii\u003c\/p\u003e \u003cp\u003eIntroduction xxix\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 1 An Introduction to Applied Communication 1\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eIntroduction\u003c\/p\u003e \u003cp\u003eFinancial Planning Outcomes\u003c\/p\u003e \u003cp\u003eCommunication Defined\u003c\/p\u003e \u003cp\u003eThe Theory of Communication\u003c\/p\u003e \u003cp\u003eThe Importance of Feedback\u003c\/p\u003e \u003cp\u003eConclusion\u003c\/p\u003e \u003cp\u003eSummary\u003c\/p\u003e \u003cp\u003eChapter Applications\u003c\/p\u003e \u003cp\u003eNotes\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 2 Structuring the Process of Interpersonal Communication 21\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eIntroduction\u003c\/p\u003e \u003cp\u003eSocial Penetration Theory\u003c\/p\u003e \u003cp\u003eOrientation\u003c\/p\u003e \u003cp\u003eExploration\u003c\/p\u003e \u003cp\u003eAffective Exchange\u003c\/p\u003e \u003cp\u003eStable Exchange\u003c\/p\u003e \u003cp\u003eRelationship Benefits and Costs\u003c\/p\u003e \u003cp\u003eAccounting for Stress\u003c\/p\u003e \u003cp\u003eBuilding Client Trust: An Appreciative Inquiry Example\u003c\/p\u003e \u003cp\u003eSummary\u003c\/p\u003e \u003cp\u003eChapter Applications\u003c\/p\u003e \u003cp\u003eNotes\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 3 Structuring the Process of Communication through the Office Environment 37\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eIntroduction\u003c\/p\u003e \u003cp\u003eIdentifying Target Clientele\u003c\/p\u003e \u003cp\u003eUnderstanding the Office Environment\u003c\/p\u003e \u003cp\u003eStress and Communication: Bringing the Pieces Together\u003c\/p\u003e \u003cp\u003eSummary\u003c\/p\u003e \u003cp\u003eChapter Applications\u003c\/p\u003e \u003cp\u003eNotes\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 4 Listening Skills 57\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003ePaying Attention to the Client\u003c\/p\u003e \u003cp\u003eAttending to What Is Said\u003c\/p\u003e \u003cp\u003eInterpreting What Is Heard\u003c\/p\u003e \u003cp\u003eTransference and Countertransference\u003c\/p\u003e \u003cp\u003ePassive versus Active Listening and Responding\u003c\/p\u003e \u003cp\u003eSilence: A Stressful Time for Client and Financial Planner\u003c\/p\u003e \u003cp\u003eResponding to “I Don’t Know”\u003c\/p\u003e \u003cp\u003eSummary\u003c\/p\u003e \u003cp\u003eChapter Applications\u003c\/p\u003e \u003cp\u003eNotes\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 5 Questioning 75\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eIntroduction\u003c\/p\u003e \u003cp\u003eOpen-Ended Questions\u003c\/p\u003e \u003cp\u003eClosed-Ended Questions\u003c\/p\u003e \u003cp\u003eChoosing Between Open and Closed-Ended Questions\u003c\/p\u003e \u003cp\u003eQuestion Transformations\u003c\/p\u003e \u003cp\u003eSwing Questions\u003c\/p\u003e \u003cp\u003eImplied and Projective Questions\u003c\/p\u003e \u003cp\u003eScaling Questions\u003c\/p\u003e \u003cp\u003eSummary\u003c\/p\u003e \u003cp\u003eChapter Applications\u003c\/p\u003e \u003cp\u003eNotes\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 6 Nondirective Communication 91\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eWhy Nondirective Communication?\u003c\/p\u003e \u003cp\u003eOutcomes Associated with Nondirective Communication\u003c\/p\u003e \u003cp\u003eClarification\u003c\/p\u003e \u003cp\u003eSummarization\u003c\/p\u003e \u003cp\u003eReflection\u003c\/p\u003e \u003cp\u003eParaphrasing\u003c\/p\u003e \u003cp\u003eStyles of Paraphrasing\u003c\/p\u003e \u003cp\u003eSummary\u003c\/p\u003e \u003cp\u003eChapter Applications\u003c\/p\u003e \u003cp\u003eNotes\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 7 Directive Communication 109\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eDirection: The Essence of Financial Planning\u003c\/p\u003e \u003cp\u003eInterpretation\u003c\/p\u003e \u003cp\u003eReframing\u003c\/p\u003e \u003cp\u003eExplanation\u003c\/p\u003e \u003cp\u003eAdvice\u003c\/p\u003e \u003cp\u003eSuggestion\u003c\/p\u003e \u003cp\u003eUrging\u003c\/p\u003e \u003cp\u003eConfrontation\u003c\/p\u003e \u003cp\u003eUltimatum\u003c\/p\u003e \u003cp\u003eSummary\u003c\/p\u003e \u003cp\u003eChapter Applications\u003c\/p\u003e \u003cp\u003eNotes\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 8 Trust, Culture, and Communication Taboos 135\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eUnderstanding a Client’s Cultural Attributes\u003c\/p\u003e \u003cp\u003eInterpersonal Preference\u003c\/p\u003e \u003cp\u003eRisk Management\u003c\/p\u003e \u003cp\u003eCulture and Trust\u003c\/p\u003e \u003cp\u003eCommunication Taboos\u003c\/p\u003e \u003cp\u003eA Cultural Example\u003c\/p\u003e \u003cp\u003eSummary\u003c\/p\u003e \u003cp\u003eChapter Applications\u003c\/p\u003e \u003cp\u003eNotes\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 9 Politeness and Sensitivity in Communicating with a Broad Range of Clients 157\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Power of Language\u003c\/p\u003e \u003cp\u003ePoliteness\u003c\/p\u003e \u003cp\u003ePoliteness through Inclusion versus Exclusion\u003c\/p\u003e \u003cp\u003eSensitivity\u003c\/p\u003e \u003cp\u003eLanguage Sensitivity\u003c\/p\u003e \u003cp\u003eSummary\u003c\/p\u003e \u003cp\u003eChapter Applications\u003c\/p\u003e \u003cp\u003eNotes\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 10 Financial Planning—A Sales Perspective 173\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eSales Models\u003c\/p\u003e \u003cp\u003eThe Challenger Model\u003c\/p\u003e \u003cp\u003eThe Consultative Model\u003c\/p\u003e \u003cp\u003eManipulation versus Persuasion\u003c\/p\u003e \u003cp\u003eConsultative Selling and Compensation\u003c\/p\u003e \u003cp\u003eUnderstanding Client Behavior\u003c\/p\u003e \u003cp\u003eDealing with “No”\u003c\/p\u003e \u003cp\u003eThe Ethics of Selling\u003c\/p\u003e \u003cp\u003eSummary\u003c\/p\u003e \u003cp\u003eChapter Applications\u003c\/p\u003e \u003cp\u003eNotes\u003c\/p\u003e \u003cp\u003eSolutions 189\u003c\/p\u003e \u003cp\u003eAbout the Authors 193\u003c\/p\u003e \u003cp\u003eAbout the Companion Website 195\u003c\/p\u003e \u003cp\u003eIndex 197\u003c\/p\u003e\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003eSubject Areas: Finance \u0026amp; accounting [\u003ca title=\"See our other books on Finance \u0026amp; accounting\" 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