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The Financial Professional’s Guide to Communication: How to Strengthen Client Relationships and Build New Ones by Robert L. Finder

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Chapter 1. Defining Your Core

A value proposition is really just meaningless jargon and babble that doesn’t do a thing for me or my clients.

—Financial professional’s common lament

Perhaps you agree with this quotation. And you’re confused that a book about communication skills for financial professionals would begin on a tired, worn, and seemingly insignificant subject.

It’s a grave mistake to think of your value proposition in that way. To care so little about this fundamental statement that defines what you do, how you do it, and what you bring to each client relationship is to sell yourself woefully short and to deprive your clients of the true understanding of who you are and how you can help them achieve their financial goals and objectives. ...

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