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The Financial Professionals Guide to Communication: How to Strengthen Client Relationships and Build New Ones (Applied Corporate Finance)
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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.
- Sales Rank: #615209 in Books
- Brand: Brand: FT Press
- Published on: 2012-10-28
- Original language: English
- Number of items: 1
- Dimensions: 8.10" h x 1.10" w x 5.60" l, .68 pounds
- Binding: Hardcover
- 208 pages
Features
- Used Book in Good Condition
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 it
- Let your clients help you guide your relationships forward
- Exude new passion and conviction in all your conversations
- Command both style and substance in every presentation
- Present straight-talk, maximum-impact recommendations in your own voice
- Build credibility to offer solutions for all four cornerstones of wealth
- Recognize your weaknesses, break out of your comfort zone, and keep improving
- Use communication and action to consistently prove your value
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.
Most helpful customer reviews
0 of 0 people found the following review helpful.
Helpful content for all sales professionals.
By karencav
As a Small Business Development Center consultant, I find many of my small business clients do not know how to listen to and take care of their clients. Robert L. Finder, Jr., with humor and experience, shares how to effectively listen to clients to develop long term successful relationships. He shares how to define who you are and what you do in a meaningful manner. He also discusses how to make presentations. At times, the presentation content seemed quite detailed, but many people do not know how to deliver an effective presentation and this certainly will show you how. He shares words, phrases, and gestures to avoid. This may seem basic for an experienced professional, but for those who are looking to improve their sales and communications, this is a must read... and who doesn't need to improve??? For those who are in the financial profession, Bob shares how to market yourself effectively. In addition to my activities as a small business consultant, I own a firm where I market print and promotional items. I found many tips to incorporate into my sales and marketing efforts. I will certainly add this to my list of recommended books for my clients, especially those who are in a consulting/sales capacity.
0 of 0 people found the following review helpful.
Excellent perspective, real stories, and a passionate dialog to help advisors differentiate themselves through communication
By Ron
Whether you are communicating an elevator pitch, speaking in a one-on-one meeting, or presenting to an audience, the book helps you package your expertise as an advisor to have the greatest impact. The author discusses in depth the communication exchange process between client and advisor and how to manage that dialog for the greatest benefit to both parties.
Real stories told on the pages of the book reflect Mr. Finder's experience helping both clients and financial advisors during his career. From discussion of how to use a critical opener to help clients get their thoughts and issues out in the open to being a good listener, the stories offer a great opportunity to parallel the author's experience in an advisor's own practice and think about how to put his successful ideas to work.
I met Mr. Finder before reading his book. His passion in helping clients and financial advisors was impressive and why I bought the book. I have used his suggestions successfully and would recommend the book to any Financial Professional.
0 of 0 people found the following review helpful.
A "how to" communicate in a "know how" world of financial advice
By CHRIS DAVIS
Bob Finder is convicting and motivating without being condeming or preachy.
Most of us financial Advisors think we have it together.
Yet, we are capable of damaging in 5 minutes, our brand, that took 15 years to build.
Our brand is built one client conversation at a time.
Bob helps us avoid our natural "self orientation" with understanding and practicing simple, yet powerful questions and conversations.
Personally, I was humbled by;
- how much I had forgotten in 33 years
- how much I still had to learn
- why I had failed so many times in the past- and what to do about it going forward
I am recommitted, knowing how to be more effective, skilled and authentic.
Chris Davis
See all 24 customer reviews...
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