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The Financial Professional's Guide to Communication How to Strengthen Client Relationships and Build New Ones (paperback),9780134271484

The Financial Professional's Guide to Communication How to Strengthen Client Relationships and Build New Ones (paperback)

Edition: 1st
Format: Paperback
Pub. Date: 10/18/2012
Publisher(s): Ft Pr
Availability: This title is currently not available.


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.

Author Biography

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.

Table of Contents

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

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