{"product_id":"communication-essentials-for-financial-planners-isbn-9781119350781","title":"Communication Essentials for Financial Planners","description":"\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 \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  \u003cp\u003e\u003cb\u003eJOHN E. GRABLE, P\u003csmall\u003eH\u003c\/small\u003eD, \u003csup\u003eC\u003c\/sup\u003eFP\u003csup\u003e®\u003c\/sup\u003e,\u003c\/b\u003e holds an AthleticAssociation Endowed Professorship at the University of Georgia (UGA), where he conducts research and teaches financial planning. \u003c\/p\u003e\u003cp\u003e\u003cb\u003eJOSEPH W. GOETZ, P\u003csmall\u003eH\u003c\/small\u003eD,\u003c\/b\u003e is an associate professor of financial planning at UGA and co-founder of the ASPIRE Clinic and Elwood \u0026amp; Goetz Wealth Advisory Group. \u003c\/p\u003e\u003cp\u003e\u003cb\u003eCHARLES R. CHAFFIN, EdD,\u003c\/b\u003e is Director of Academic Home, CFP Board Center for Financial Planning, where he oversees all initiatives related to academic research, teaching pedagogy, and building the body of knowledge for financial planning. \u003c\/p\u003e\u003cp\u003e\u003cb\u003eCERTIFIED FINANCIAL PLANNER BOARD OF STANDARDS, INC. (CFP BOARD)\u003c\/b\u003e is an initiativeto create a more diverse and sustainablefinancial planning profession so that every American has access to competent andethical financial planning advice. The Center brings together CFP\u003csup\u003e®\u003c\/sup\u003e professionals, firms, educators, researchers and experts to address profession-wide challenges in the areas of diversity and workforce development, and to build an academic home that offers opportunities for conducting and publishing new research that adds to the financial planning body of knowledge. More about the Center and its initiatives can be found at www.CenterforFinancialPlanning.org.   \t  \t \u003c\/p\u003e\u003cp\u003eNumbers, graphs and illustrations, anddependable formulas aren't the only tools a financial planner needs. Re-search now shows, to be successful and grow your business, advisors first need critical information from their clients and prospective clients—and it's not a simple matter of reading a chart. \u003ci\u003eCommunication Essentials forFinancial Planners\u003c\/i\u003e is the authoritative, highly-focused guide to enhancing the way you interact and counsel clients to be a more effective financial planner. \u003c\/p\u003e\u003cp\u003eWithout a clearly defined methodology for using questions, feedback, and reassurance to uncover clients' true financial needs, advisors run a high risk of ineffectually serving clients and inevitably losing business. Specifically written to align with CFP Board's Job Tasks Domain, this comprehensive resource ensures you're prepared to satisfy the interpersonal skills requirements of CFP\u003csup\u003e®\u003c\/sup\u003e certification. Professionals will particularly benefit from the second part of the book—even if you consider yourself a good communicator—due to its in-depth examination of the tools and techniques proven to be most effective by the top communicators practicing today. This complete training package goes beyond the page to include a website with visual instructional examples of communication behaviors to both emulate and stop doing. With this cornerstone reference in the CFP Board Financial Planning Series, you can: \u003c\/p\u003e\u003cul\u003e \u003cli\u003eSee communication through an accessible framework of best practices for interacting with prospective and current clients\u003c\/li\u003e \u003cli\u003eRaise your emotional intelligence and avoid the most common pitfalls of communicating\u003c\/li\u003e \u003cli\u003eQuickly practice the strategies on your own with insight from real-world examples\u003c\/li\u003e \u003c\/ul\u003e \u003cp\u003e\u003ci\u003eCommunication Essentials for Financial Planners\u003c\/i\u003eenables you to optimize your role as an advisor by making unquestionable communication part of your routine.\u003c\/p\u003e","brand":"Wiley","offers":[{"title":"Default Title","offer_id":47988952269029,"sku":"NP9781119350781","price":52.0,"currency_code":"USD","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/1842\/7735\/files\/9781119350781.jpg?v=1761782185","url":"https:\/\/k12savings.com\/products\/communication-essentials-for-financial-planners-isbn-9781119350781","provider":"K12savings","version":"1.0","type":"link"}