Читать книгу Communication Essentials for Financial Planners - Grable John E. - Страница 7
Preface
BUILDING CLIENT TRUST AND COMMITMENT
ОглавлениеAppropriate use of communication methods can also go a long way to building client trust and commitment.10 Although there are many factors that help cement a client–financial planner relationship, five stand out as being very important:
1. Taking time to understand a client’s needs and concerns
2. Fully understanding a client’s goals
3. Providing each client with peace of mind
4. Clearly explaining difficult concepts
5. Placing the client’s needs above all else when making recommendations11
In regard to methods of communication, being predictable is of critical importance.12
A financial planner must be able to communicate effectively to bring these five factors together. For those financial planners who want to build client trust and commitment, developing and practicing outstanding client communication and counseling skills is the most effective path to this outcome.13
10
D. Yeske, “Finding the Planning in Financial Planning.”
11
M. Swift and J. Littlechild, “Building Trust through Communication,” Journal of Financial Planning 28, no. 11 (2015): 28–32.
12
K. C. Harad, “Devise a Client Communication System That Inspires Loyalty,” Journal of Financial Planning 27, no. 4 (2014): 20–21.
13
T. Christiansen and S. A. DeVaney, “Antecedents of Trust and Commitment in the Financial Client-Financial Planner Relationship,” Journal of Financial Counseling and Planning 9, no. 2 (1998): 1–10.
