The Financial Professional’s Guide to Communication: How to Strengthen Client Relationships and Build New Ones

Index

A

“a little bit,” avoiding, 97

ability, confidence in, 18-20

acting, presentation skills as, 159-160

agendas, listening process and, 29-31

“ah,” avoiding, 96

aircraft analogy, 152-153

“all right?,” avoiding, 99

ambient noise, 107-108

analogies, 150-155

analysis phase of wealth management process, 15

analytics, explaining, 135-142

“and, um,” avoiding, 96

arm and hand movement while presenting, 120-124

“as you can see,” avoiding, 98

“as you know,” avoiding, 98

attuned feedback, 63, 66-67

B–C

banking, credit, lending, and liability management as cornerstone of wealth, 11

banter, 165

Brennan, Walter, 19

buyers, sellers versus, 25

Candid Camera (television show), 181

client feelings, 155-156

clients

existing clients, Critical Openers with, ...