Jamie Lynn Bryam & John E. Grable 
Financial Planning Counseling Skills 

Many of the day-to-day tasks performed by financial planners fall within the broader scope of counseling. Financial planners often face counseling like-incidents in their work. As a result, financial planners need a working knowledge of client and financial planner attitudes, values, and biases.Financial Planning Counseling Skillsspecifically describes how a financial planner can blend counseling, psychological, and behavioral finance theories, models, and approaches into their practice with clients. Discover: Chapter Applications that include testing materials, such as short answer questions, essay questions, matching charts and sample interview questions A running case study that covers topics for each of the ten chapters that apply principles learned in the chapters Charts that demonstrate how an office environment should be structured to positively influence a clients psychology Each chapter contains frequent discussion points set off in boxes for easy identification that provide practical guidance on points discussed in the text Key terms are highlighted and defined so students can easily find and understand the terms Topics Covered: The application of counseling theory to the practice of financial planning Understanding the importance of using theory in practice and demonstrating how a financial planner can use counseling theories to build client trust and enhance client interactions How to establish, manage, and maintain client relationships, including how to build a trust-based client relationship How to communicate effectively with clients, especially how to obtain deeper insight into a clients values, goals and other valuable information and the importance of nonverbal communication Reflective listening skills, including how it allows planners to gain information and understand the entirety of the clients situation The importance of questioning skills, including open and closed-ended questions The issues with heuristics, or mental shortcuts that allow a decision-maker to process information or make decisions more quickly The role of a financial planner in identifying and monitoring client biases and how they impact clients decision making Sources of money conflict, including areas of potential conflict between spouses and family members, as well as money taboos and differing money personalities How financial planners can communicate the importance of agreeing on financial goals and objectives Discussion of the most common money disorders, including compulsive shopping, gambling, workaholism, hoarding, and financial denial, including the symptoms of these disorders and how a financial planner can support clients with these disorders Description of relational money disorders, such as parental manipulation and financial enabling Discussion of financial infidelity, including the impact of addiction How a financial planner can deal with clients personal crises such as loss and grief How financial planners can mediate the impact of financial shocks by providing financial education