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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: #367037 in Books
- Published on: 2012-10-28
- Original language: English
- Dimensions: 7.80" h x .30" w x 5.30" l, .50 pounds
- Binding: Paperback
- 208 pages
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.
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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
4 of 4 people found the following review helpful.
Hits the right points
By C. Ang
The lessons from this book should be followed by anyone that wants to improve their communication skills. In my opinion, the most important point in this book is that one should be a good listener. Only when you listen can you actually learn what your client or customer (or just about anybody) really means or wants.
There are also many other suggestions in this book, like avoiding non-words (e.g., uh, um) and hedge words. In my opinion, some of the suggestions are easier said than done. Specifically, many people are afraid of public speaking or presenting to a relatively large crowd that adding several other key thoughts may be overwhelming. Therefore, I don't know how realistic one can get to attaining all the prescriptions in this book. Nonetheless, I think that if one strives to master all the suggestions in this book (even though not perfecting all of them), one will definitely become a better communicator.
5 of 6 people found the following review helpful.
Excellent, clear and concise
By Michael C. Thomsett
This book helps anyone who speaks in front of others, to improve how they communicate. Among the is the advice to listen rather than speaking, with many great details. If you are in the business of interaction with anyone else in sales, business, or consultation, this book will vastly improve how you are perceived. Highly recommended.
2 of 2 people found the following review helpful.
Solid information but doesn't practice own advice
By AmazonJavaJunki
This is a mixed review. On one hand, the book does provide solid information and examples for improving communication...so far so good. On the other hand, the author fails to take his own advice and spends an inordinate amount of time talking about his own lifestyle, situations and scenario's...yes, most of the time they provide an example to the issue at hand but rarely are they required. It fluffs up the book but does little to drive the point home.
Additionally, while the book is long on opinion and actually presents some fairly good advice, it's not substantiated with data, stats or studies. WHEN they are presented, they tend to be very good...but the author scrimps in that direction. Like most people who know their field very well, the author takes a "take it from me" approach and fails to substantiate what he knows with outside resources.
Overall a quick read that is not without merit but is limited by the lack of outside hard-hitting data/stats etc and excessive personal insight/sharing.
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