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The Financial Professionals Guide to Communication: How to Strengthen Client Relationships and Build New Ones (Applied Corporate Finance) Hardcover – October 28, 2012

ISBN-13: 978-0133017908 ISBN-10: 0133017907 Edition: 1st

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Product Details

  • Series: Applied Corporate Finance
  • Hardcover: 208 pages
  • Publisher: Pearson FT Press; 1 edition (October 28, 2012)
  • Language: English
  • ISBN-10: 0133017907
  • ISBN-13: 978-0133017908
  • Product Dimensions: 5.6 x 1.1 x 8.1 inches
  • Shipping Weight: 12 ounces (View shipping rates and policies)
  • Average Customer Review: 4.7 out of 5 stars  See all reviews (21 customer reviews)
  • Amazon Best Sellers Rank: #1,033,595 in Books (See Top 100 in Books)

Editorial Reviews

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.

 

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.


More About the Author

Why I Wrote This Book by Robert L. Finder, Jr.

"Remember, those who can do; those who can't teach." -- George Bernard Shaw, Man and Superman, 1903

While this often quoted idiom is disparaging to teachers, I mean absolutely no disrespect. I want you to know that the subjects I write about in The Financial Professional's Guide To Communication are the product - regrettably at times - of my personal enrollment in the school of hard-knocks. I've made all the mistakes and spent many a sleepless night wondering what went wrong and what could I do to improve? I realized I wasn't alone, but rather I had plenty of company - I was surrounded by masses of bad communicators in all professions. But I also noticed that there were also some great communicators in all areas of endeavor and walks of life - politics, religion, the arts and sciences, even in financial services and, of course, in academia.

I've been extremely fortunate to have worked with some of the most interesting (and challenging) financial professionals and clients throughout the world. Each of those experiences has taught me a great deal and I have tried and remain dedicated to paying-it-forward by sharing with my fellow financial professionals and anyone who wants to be a better communicator the skills, techniques and principles to do so.

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.

Robert Finder 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.


Customer Reviews

4.7 out of 5 stars
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Clear, direct, and practical, this is an extraordinarily wise book.
Theseus
While I am not a financial professional, I am in technical sales, and I read this book looking for good tips on improving my communication in general.
Joel Avrunin
The material can easily incorporated into one's practice with expectations of immediate improvement in your relationships and presentations.
Oldturkey

Most Helpful Customer Reviews

4 of 4 people found the following review helpful By C. Ang VINE VOICE on December 2, 2012
Format: Hardcover Vine Customer Review of Free Product ( What's this? )
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.
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5 of 6 people found the following review helpful By Michael C. Thomsett on November 9, 2012
Format: Hardcover
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.
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2 of 2 people found the following review helpful By javajunki TOP 500 REVIEWER on January 29, 2013
Format: Hardcover Vine Customer Review of Free Product ( What's this? )
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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1 of 1 people found the following review helpful By Robert Meyncke on December 14, 2012
Format: Hardcover Verified Purchase
Having worked with Mr. Finder professionally, this book allowed me to rediscover the invaluable lessons he taught. Reading this book and applying the principles will help you better serve your clients.
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3 of 4 people found the following review helpful By Robert Kirk VINE VOICE on December 1, 2012
Format: Hardcover Vine Customer Review of Free Product ( What's this? )
I have been in the the securities industry for over 20 years and this book is one of the books I would make all my employees read. It's a wonderful time saver on trying to be the professional that everyone wants to become. Useful tips on presenting and even more useful tips on listening saturate the pages and I can't say enough about how much the average salesperson's results could be improved with only a small amount of the advice being implemented. I am planning on buying 6 copies for my employees and I look forward to seeing how their eyes light up with some of the "a ha" moments in the book. In summary, a must buy for any sales professional.
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Format: Hardcover Verified Purchase
Bob Finder is convicting and motivating without being condeming or preachy.
Most of us financial Advisors think we have it together.
Yet, we are capable of damaging in 5 minutes, our brand, that took 15 years to build.
Our brand is built one client conversation at a time.

Bob helps us avoid our natural "self orientation" with understanding and practicing simple, yet powerful questions and conversations.

Personally, I was humbled by;
- how much I had forgotten in 33 years
- how much I still had to learn
- why I had failed so many times in the past- and what to do about it going forward

I am recommitted, knowing how to be more effective, skilled and authentic.

Chris Davis
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By Ben rijal on January 14, 2014
Format: Kindle Edition Verified Purchase
Anybody could build their practice around this book and be as successful as they want to be. Great read indeed!
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By Theseus on May 15, 2013
Format: Hardcover Vine Customer Review of Free Product ( What's this? )
That's the opening salvo here. Clients seeking advise from finance professionals are, today, a skeptical lot. Things have been tough for them and are sick of double-talk and complicated investment strategies.

While this may be a bit over-stated, there's nothing over-stated about the information in this book. Clear, direct, and practical, this is an extraordinarily wise book. In fact, I found myself saying that it is largely a book about communication and about human dynamics more than it is a financial professional's guide.

I also respect the size of this book. It doesn't blabber on. It is tight. While certainly a bit more than your classic "airplane read," it doesn't overstay its welcome. And every chapter is loaded with valuable nuggets about how to communicate what you want.
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