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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 2. The Secret of Listening...Critically

When someone is speaking to me, am I listening or am I just waiting to speak?

You know, I have to admit, I’m usually just waiting to speak, but I know I should be listening.

—Financial professional’s common lament II

Almost all financial professionals say that listening is a critical communication skill. They say that listening to their clients is essential to developing new relationships and solidifying and enhancing existing ones. And most financial professionals say that they are above average listeners just like in Lake Wobegon where “all the women are strong, all the men are good looking, and all the children are above average.”

It’s an interesting exercise to rate the listening aptitude of ...

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