The Psychology of Personal Finance: Advanced Communication Skills
(The 2016 Financial Psychology Institute™ Workshop for Financial Advisors)
Facilitators: Dr. Ted Klontz
Dr. Brad KlontzChanging 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.
Develop an increased understanding of how client learning styles, beliefs and behaviors impact the financial planning process.
Identify and practice effective verbal and nonverbal client communication techniques, including methods to establish and maintain rapport.
Demonstrate an understanding of client resistance to change.
Increase their knowledge about research-based techniques to help clients change self-limiting and/or self-destructive financial beliefs and behaviors and improve their financial health.
* An application has been submitted to The CFP Board seeking CEU for this Workshop (Program ID: 220416)