The Managing Critical Conversations with Clients + Website

Master the art and science of influential language to betterguide client behavior Managing Critical Conversations with Clients is apractical and highly executable "how-to" manual for using languageto influence clients' and prospects' behavior. Influential languageis both and art and a science, and this book helps financialadvisors and finance professionals master both so they can guideclients more effectively. Beyond just a theoretical exploration ofthe psychology of language and behavior, the discussion includesactionable advice on using specific language patterns in commonsituations to effectively influence other peoples' decisions. Youwill learn how responses can change based on demographic shifts andrecent economic experiences, as well as the psychological findingsbehind the strategies based on the neurology that guides theformation and delivery of highly influential messages. Specific,step-by-step guidance on content, delivery, and context help youreduce anxiety, successfully close meetings, inspire referrals, andmuch more, while case studies illustrate these strategies inaction.
The companion website provides worksheets, checklists, andadditional resources, helping you dig deep into these techniquesuntil they become instinctual. With key insights from twenty years of research, observation,and experiences with thousands of advisors, this book describes theimportant patterns that must be followed to effectively guidebehavior in today's less responsive culture. Using practical,artful techniques, you will learn to: * Tailor language to suit the message and client demographic * Utilize patterns to guide the client toward the desiredresponse * Shape message content and delivery to make more influentialstatements * Manage the different meetings and settings different outcomesrequire All of an advisor's skill, experience, and insight are uselessif it doesn't translate into appropriate client action. ManagingCritical Conversations with Clients is a practical manual forguiding the conversation toward the necessary outcome.