The Financial Professionals Guide to Communication
Pearson FT Press (Verlag)
978-0-13-301790-8 (ISBN)
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To succeed in todays radically new environment, financial advisors must transform the way they communicate. In this book, one of the worlds leading experts on the financial client relationship will show you how to do precisely that.
Drawing on his experience training hundreds of elite financial professionals, Bob Finder shows you how to actively listen, speak plainly with precision and passion, and engage clients with uncommon effectiveness.
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.
Introduction: The Power of the Dance 1
Chapter 1: Defining Your Core 5
Chapter 2: The Secret of Listening…Critically 23
Chapter 3: “Your Financial Professional Will See and Hear You Differently Now” 45
Chapter 4: Please, Tell Me More 53
Chapter 5: Any Simple Questions? 69
Chapter 6: The Secret of Speaking…Critically 85
Chapter 7: Just Get Rid of Them 95
Chapter 8: What Did He Say? 105
Chapter 9: The Eyes Say It All 113
Chapter 10: Are You a Substance Abuser? 131
Chapter 11: It’s Showtime! 159
Chapter 12: Wise Emperors 177
Conclusion: Let the Dance Begin 185
Index 193
| Erscheint lt. Verlag | 29.11.2012 |
|---|---|
| Verlagsort | NJ |
| Sprache | englisch |
| Maße | 146 x 210 mm |
| Gewicht | 310 g |
| Themenwelt | Wirtschaft ► Betriebswirtschaft / Management ► Finanzierung |
| Wirtschaft ► Volkswirtschaftslehre ► Finanzwissenschaft | |
| ISBN-10 | 0-13-301790-7 / 0133017907 |
| ISBN-13 | 978-0-13-301790-8 / 9780133017908 |
| Zustand | Neuware |
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