The Psychology of Personal Finance: Advanced Communication Skills
(The 2015 Financial Psychology Institute™ Workshop for Financial Advisors)
Facilitators: Dr. Ted Klontz
Dr. Brad Klontz
Tim Cusack (www.timcusack.com)
Changing self-limiting or self-defeating financial beliefs can be difficult. The typical tools used by financial planners in client communication – providing more information, confronting, warning, etc. --- are unsuccessful because they fail to communicate with the part of the brain that makes such decisions.
Financial planners can significantly increase the likelihood of clients’ success when they understand the unique language of the unconscious mind and use tools that have been shown to be effective in inspiring lasting changes in financial beliefs and behaviors.
This 3-day experiential workshop will train financial advisors in the practice of specific, hands-on, evidence-based tools and techniques designed to take advantage of what neuroscience research is suggesting can be more effective ways of influencing client behaviors.
This program focuses on the theoretical basis for experiential learning, as well as the specific techniques used with clients to help shape client financial beliefs and behaviors and overcome resistance to change. The training will also include presentations, practice sessions, case studies and topical sessions related to financial psychology in a financial advising context.
Deconstructing Homo Economicus
Exquisite Listening: Advanced Communication Skills
Why Clients Resist Advice: Building Motivation for Change
Avoiding the Expert Trap: How to Give Effective Advice
Harnessing the Power of Nonverbal Communication
Money and Relationships: Tools for Working with Couples and Families
NOTE: Successful completion of the workshop meets the experiential training requirements for certification as a Financial Behavior Specialist™ by the Financial Psychology Institute™. The remaining competency requirements can be met through the FPI’s Advisor Training and Consulting Program, which includes monthly webinars, self-study, and consulting with FPI Faculty members.
* The FPI is applying to the CFP Board for 15 CEU for the Workshop