Overview
Today, financial clients are profoundly skeptical. They've been burned. Their consultants and advisors often talk too much, use too much confusing technical jargon, work from boilerplate scripts full of caveats and 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 transform the way they communicate. In this book, one of the world's leading experts on the financial client relationship shows them how to do precisely that. Drawing on his experience training hundreds of elite financial professionals, 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 Deliver recommendations with clarity and impact, in your own voice Bring imagination, creativity, and even entertainment to presentations and conversations Give and take constructive criticism, and use it as a powerful force for improvement Using Finder's proven techniques, financial professionals can deliver truly extraordinary levels of professionalism and service, gain the powerful new competitive edge they're desperately searching for -- and earn equally powerful rewards for themselves.
Full Product Details
Author: Robert L. Finder
Publisher: Pearson Education (US)
Imprint: Pearson FT Press
Dimensions:
Width: 1.00cm
, Height: 1.00cm
, Length: 1.00cm
Weight: 0.209kg
ISBN: 9780134271484
ISBN 10: 0134271483
Pages: 208
Publication Date: 05 June 2015
Audience:
Professional and scholarly
,
Professional & Vocational
Format: Paperback
Publisher's Status: Active
Availability: In Print
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Author Information
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.
