The Financial Professional's Guide to Communication

Today, financial clients are profoundly skeptical. They've been burned. Their consultants and advisors often talk too much, use too much confusing technical jargon, work from boilerplate scripts full of caveats and 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 transform the way they communicate. In this book, one...
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Today, financial clients are profoundly skeptical. They've been burned. Their consultants and advisors often talk too much, use too much confusing technical jargon, work from boilerplate scripts full of caveats and 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 transform the way they communicate. In this book, one of the world's leading experts on the financial client relationship shows them how to do precisely that. Drawing on his experience training hundreds of elite financial professionals, 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
• Deliver recommendations with clarity and impact, in your own voice
• Bring imagination, creativity, and even entertainment to presentations and conversations
• Give and take constructive criticism, and use it as a powerful force for improvement

Using Finder's proven techniques, financial professionals can deliver truly extraordinary levels of professionalism and service, gain the powerful new competitive edge they're desperately searching for -- and earn equally powerful rewards for themselves.