Client Relationships


Client Relationships (CE Credit)
Collapse 4 Easy Ways 529

 

Join  this session for an in-depth look at how 529 college savings plans can help meet the different needs of clients of every generation. Learn about specific strategies to engage grandparents, Gen-Xers, Millennials, and employers that will deepen relationships and spur successful relationships across channels.

 

Level of Complexity: Intermediate

 

Formats Available: Streaming, Event
Original Course Date: May 18, 2017
On-Demand Release Date: Available Now

Approved Credit:
  • FPA: 1 hour CFP CE

  • ADD COURSEADD COURSE 4 Easy Ways 529
    Collapse Applying Adult Learning Theory to Delivery of Financial Planning for Greater Impact - On Demand

    2015 Retreat

    Educators acknowledge the unique qualities of adult learners, including: internal motivation and goal orientation, preference for self-directed learning, a richness of life experience, ability to critically reflect and connect to prior experiences and a desire for active, real-life learning activities. In this workshop, participants will be introduced to the theory, hear how these principles flow into application within an MBA in Financial Planning Program and learn how the concepts translate directly into practice. The presenters will share specific client-planner situations in which adult learning concepts would lead to elevated communication and counseling outcomes. The session is designed to be highly interactive session.

    Formats Available: Streaming
    Original Course Date: April 22, 2015

    Approved Credit:
  • FPA: 1.50 hours CFP CE

  • ADD COURSEADD COURSE Applying Adult Learning Theory to Delivery of Financial Planning for Greater Impact - On Demand
    Collapse Behaviorally Smart Client Engagement - On Demand

    Retreat 2015

    In this highly experiential and practical presentation using interactive case studies, you will learn how to position yourself as a behaviorally smart adviser for being the leader of your clients. Independent research shows that behavioral management of the client is 93.6% of the financial planning process. 

    Specifically, this presentation will address how through validated behavioral finance insights you can: 

    1. Techniques to improve client relationships

    2. Improve planning process by being able to better manage client decision-making biases

    3. Enhance compliance by better managing client risk tolerance

    Formats Available: Streaming
    Original Course Date: April 21, 2015

    Approved Credit:
  • FPA: 1 hour CFP CE

  • ADD COURSEADD COURSE Behaviorally Smart Client Engagement - On Demand
    Collapse Better Listening, Better Questions, Greater Significance - On Demand

    Retreat 2015

    The key to achieving your next level of success can be as simple as asking the right questions. To do that, you must become a better listener. Combine the two activities properly and watch your successes multiply….in part because better questions and more active listening not only deepen the relationships you have with existing clients, but also are a proven path to developing a multi-generational client base that is a core component of a secure, thriving and ever expanding business. You will learn proven alignment and expectations conversations that when applied will lead to both increased retention of your existing A clients and new engagements with A clients.

    Upon completion, participants will be able to help clients/prospects imagine and describe what they want for both themselves and their families both now and in the future (the big picture; including but far beyond the services and products you provide).

    Formats Available: Streaming
    Original Course Date: April 22, 2015

    Approved Credit:
  • FPA: 1.50 hours CFP CE

  • ADD COURSEADD COURSE Better Listening, Better Questions, Greater Significance - On Demand
    Collapse CyberSecurity Issues in Financial Services: How to Stay Protected - On Demand

    2016 FPA Annual Conference

    Cybersecurity is one of the hottest issues of our day and the financial services industry is a definite target for cyber criminals. This session will provide information on the obligation to safeguard clients’ data, as well as strategies on ways to protect yourself and your business.

    Learning Objectives

    • Describe cyber security risk in the financial services industry.
    • Upon completion, participants will be able to understand what laws and regulations require of them to protect against cyber security risks in the financial services industry.
    • Apply strategies to minimize and/or limit both regulatory risks and cyber security risks in their financial services business.
    Formats Available: Streaming

    Approved Credit:
  • FPA: 1 hour CFP CE

  • ADD COURSEADD COURSE CyberSecurity Issues in Financial Services: How to Stay Protected - On Demand
    Collapse Discovery, Engagement, and Leverage for Professionals

    Retreat 2016

    This presentation focuses on how advisers can delight clients and achieve high-margin growth through lean discovery, engagement, and leverage. We’ll examine the sales and service cycle, and how to capitalize on opportunities for increasing referrals, close rates, assets under management, retention, and consolidation rates. You’ll learn about proven protocols for stimulating client disclosure of the real agenda; and for addressing this agenda and guiding clients to good decisions. You’ll learn how to combine these high-touch techniques with technology and task-shifting, so that you maintain high margins while delighting the client. Using these strategies, you can leverage all of your resources for efficient delivery of client-centered care. The presenter, Jeff Belkora, PhD, is the author of DEAL! Discovery, Engagement, and Leverage for Professionals, which presents his evidence-based strategies and illustrates them with examples from health care, financial services, and education. Dr. Belkora developed his approach to client-centered care while running a support program for patients facing life and death decisions at the UCSF Medical Center. Dozens of studies in health care found that his program is associated with increased decision quality; and reduced patient anxiety, decisional conflict, distress, and regret. Based on this track record, Dr. Belkora subsequently translated his work to financial services. Early results, published in the Journal of Wealth Management, show that his approach is associated with increased adviser inquiry, client disclosure, client satisfaction, and close rates. Among other outcomes, you will leave this session primed to apply Dr. Belkora's SCOPED process to a personal decision.

     

    Formats Available: Streaming
    Original Course Date: September 09, 2016

    Approved Credit:
  • FPA: 1 hour CFP CE

  • ADD COURSEADD COURSE Discovery, Engagement, and Leverage for Professionals
    Collapse Do Clients Have Financial Personalities? The Latest Research on Economic Behavior and Personality

    Retreat 2016

    Good planners have an intuitive understanding of the different personalities of their clients. Some use formal models like the Myers Briggs -- but those are completely disconnected from current research. In this session well explore what actual researchers at major universities use and how that ties into personality and economic outcomes. Get up to speed with what the real scientists are saying. And, more importantly, you'll walk away with tools and templates you can use immediately with your clients.

    Learning Objectives:

    Describe the structure of the Big 5 personality traits and motivating values.Identify connections between personality traits and economic behaviors.Apply personality based tools with clients in the financial planning process.

    Formats Available: Streaming
    Original Course Date: April 26, 2016

    Approved Credit:
  • FPA: 1 hour CFP CE

  • ADD COURSEADD COURSE Do Clients Have Financial Personalities? The Latest Research on Economic Behavior and Personality
    Collapse ETF Model Portfolios: What You Need to Know - On Demand

    Exchange-traded funds (ETFs) have proven to be a valuable component for investors’ portfolios, ranging from the most sophisticated institutional money manager to the most novice of investors. As with any investment vehicle, to optimize the benefit from ETFs, planners, investment professionals, investors and traders must understand and use them effectively within their respective portfolios. This program has been carefully designed to balance the principles of portfolio management with applicable quantitative selection techniques for ETFs. 

    Level of Complexity: Intermediate

    Formats Available: Streaming, Event
    Original Course Date: May 03, 2017
    On-Demand Release Date: Available Now

    Approved Credit:
  • FPA: 1 hour CFP CE

  • ADD COURSEADD COURSE ETF Model Portfolios: What You Need to Know - On Demand
    Collapse From Functioning to Flourishing: Applying Positive Psychology to Financial Planning - On Demand

    2016 FPA Annual Conference

    Be introduced to positive psychology and how it can be applied to improve clients’ quality of life and sense of well-being through the financial planning process. Look at well-being framework and discuss the tools and resources from positive psychology that are applicable to financial planning.

    Learning Objectives

    • Understand what positive psychology is and how positive psychology supports the financial planning process.
    • Identify theory and scientifically grounded tools, resources, and exercises from positive psychology that contribute to client well-being.
    • Understand how to integrate positive psychology into financial planning practice.

     

    Formats Available: Streaming

    Approved Credit:
  • FPA: 1 hour CFP CE

  • ADD COURSEADD COURSE From Functioning to Flourishing: Applying Positive Psychology to Financial Planning - On Demand
    Collapse Helping Clients Navigate the New Stage Beyond Mid-Life - On Demand

    Retreat 2016

    Millions of Americans in their 50s, 60s, 70sand beyondare using their accumulated time, talent, and experience to help solve some of the most urgent and pressing problems facing society in what presenter and social innovator, Marc Freedman, calls encore careers. Encore careers are second acts for the greater good, combining the spirit of idealism with the seriousness of work. These individuals in encore careers are at the vanguard of a growing movement with the potential to make the most of the longevity revolution, now and for generations to come. In this presentation well explore how you can support and prepare your clients to transition to this period of their lives while ultimately contributing to a richer, more productive society for all.

    Learning Objectives:

    • Understand and anticipate the needs of a new generation of clients seeking to contribute during what was once the retirement years.
    • Appreciate the kinds of retooling opportunities available to individuals transitioning to a new chapter of work after 50.
    • Help clients plan to underwrite the costs of launching an encore career or second act after the age of 50.
    Formats Available: Streaming
    Original Course Date: April 26, 2016

    Approved Credit:
  • FPA: 1 hour CFP CE

  • ADD COURSEADD COURSE Helping Clients Navigate the New Stage Beyond Mid-Life - On Demand
    Collapse Journal in the Round: Behavioral Finance and Blending Theory With Your Practice

    Please note that CE Credit is only available for the live presentation on the date and time of this event

     

    Join May's Journal of Financial Planning contributors Brad Klontz and Kol Birke as they look at the powerful research and science being done on financial psychology, zeroing in on the practice-oriented techniques for planners to better understand, assess, and intervene in helping to shape the client financial beliefs and behaviors that can improve their financial and overall well-being.  Their discussion is followed by a live Q and A, moderated by FPA Knowledge Circle host Barbara Kay.

     

    Level of Complexity: Overview

     

    Formats Available: Event
    Original Course Date: May 31, 2017

    Approved Credit:
  • FPA: 1 hour CFP CE

  • ADD COURSEADD COURSE Journal in the Round: Behavioral Finance and Blending Theory With Your Practice
    Collapse LGBT Community Cross Border Planning Challenges - On Demand

                      

    Same-sex marriage is now legal nationwide in the United States, but the recognition is not universal. LGBT individuals still have difficulties around the world. Join us as we discuss how to successfully navigate political obstacles, immigration issues, and estate planning in a way that recognizes your freedom and love.

    Formats Available: Streaming, Webinar + Archive
    Original Course Date: January 17, 2017
    On-Demand Release Date: Available Now

    Approved Credit:
  • FPA: 1 hour CFP CE

  • ADD COURSEADD COURSE LGBT Community Cross Border Planning Challenges - On Demand
    Collapse Lifting the Veil: Economic Update - On Demand

    Retreat 2015

    The art and science of financial planning is practiced within a space of possibility shaped by many forces - including history, tradition, culture, technology, markets and regulation. In turn, these forces develop within the confines of economic constraints. Economics is therefore responsible for shaping much of our professional environment. Yet like fish in water, we are often unaware of our immediate surroundings  accepting without question the world are accustomed to as the way things are. 

    Join Pavlina Tcherneva as she breaks new ground at FPA Retreat - lifting the veil on money, debt, unemployment and inequality to reveal a new world of economic possibility for the 21st Century. 

    Learning Objectives

    Helping clients cope with an unknowable future is a fundamental skill for professional financial planners. 

    Participants will be exposed to alternative interpretations of economic forces grounded in the realities of money and banking.

    Formats Available: Streaming
    Original Course Date: April 26, 2015

    Approved Credit:
  • FPA: 1 hour CFP CE

  • ADD COURSEADD COURSE Lifting the Veil: Economic Update - On Demand
    Collapse Listening and What To Do with What We Hear - On Demand

    Retreat 2016

    50% of communication is listening: but if youre not prepared to listen, what kind of communication partner are you going to be? Enhancing your listening habits will positively impact your decisions, relationships and success. During this session, youll learn what you and others filter as a listener, identify your personal listening strengths and challenges, and explore various listening habits that youve developed over you lifetime.

    Learning Objectives:

    • Identify their primary listening habit
    • Realize their strengths and weaknesses and what to do about it
    • Create a plan for improvement
    Formats Available: Streaming
    Original Course Date: April 26, 2016

    Approved Credit:
  • FPA: 1.50 hours CFP CE

  • ADD COURSEADD COURSE Listening and What To Do with What We Hear - On Demand
    Collapse Money, Stress and Relationships: Research - On Demand

    Retreat 2015

    The purpose of this presentation is to share results from clinical tests designed to evaluate the relationships between and among financial anxiety, physiological arousal, and the intention to engage in financial planning. The presentation will include examples of physiological arousal, as well as dialogue among attendees about arousal perceptions and practical ways to manage a clients arousal and financial anxiety levels. A model will be presented that helps answer why some clients are more likely to pursue long-term financial planning compared to others.

    Learning Objectives:

    • Understand how people's behavior is impacted by cognition, arousal, and stress.
    • Learn how often a planner's perception of a client's mood is inaccurate.
    • Develop an understanding of ways to both explain and predict future client behavior related to plan implementation.
    Formats Available: Streaming
    Original Course Date: April 21, 2015

    Approved Credit:
  • FPA: 1.50 hours CFP CE

  • ADD COURSEADD COURSE Money, Stress and Relationships: Research - On Demand
    Collapse Neuroeconomics and the Science of Good Decision Making Live - On Demand

    Obtain a basic understanding of Neuroeconomics and practical applications for incorporating financial planning techniques into your financial planning process thus enabling client's ability to make financial decisions at the right time. These decisions impact all aspects of financial planning including investment advice, estate planning, security, cash flow, etc.

     

    Level of Complexity: Overview

    Formats Available: Streaming
    Original Course Date: May 17, 2017
    On-Demand Release Date: Available Now

    Approved Credit:
  • FPA: 1 hour CFP CE

  • ADD COURSEADD COURSE Neuroeconomics and the Science of Good Decision Making Live - On Demand
    Collapse Putting  Value on Your Value: Quantifying  Benefits of Portfolio Construction, Wealth Management, and Behavioral Coaching Services - On Demand

     

    Using Vanguard's Advisor's Alpha research, this presentation focuses on helping financial planners quantify the ways to add value for clients through relationship-oriented services that can go beyond market out performance. While this has proven elusive for most investors, the study demonstrates how relationship-oriented value can add about 3% in net returns, depending on a client's circumstances, while also improving client retention. 

     

    Learning Objectives:

     

    1) Review the more reliable benefits of your client relationships beyond outperformance, which has proved elusive for most investors.
    2) Quantify the relationship-oriented wealth management services outlined in Vanguard's Advisor's Alpha concept.
    3) Summarize the benefits to planners, including better alignment with client needs and improved client retention.

     

    Level of Complexity: Overview

    Formats Available: Streaming, Event
    Original Course Date: April 05, 2017
    On-Demand Release Date: Available Now

    Approved Credit:
  • FPA: 1 hour CFP CE

  • ADD COURSEADD COURSE Putting  Value on Your Value: Quantifying  Benefits of Portfolio Construction, Wealth Management, and Behavioral Coaching Services - On Demand
    Collapse Strategic Senior Planning - On Demand

    Your aging clients and their families need your services beyond investing and asset allocation. You can offer superior service to clients aged 40 – 90! Become the “Go To” professional for access to resources that can make aging easier. Your clients will turn to you first, and you’ll become invaluable to the next generation.

    Level of Complexity: Intermediate

    Formats Available: Streaming
    Original Course Date: October 19, 2016
    On-Demand Release Date: Available Now

    Approved Credit:
  • FPA: 1 hour CFP CE

  • ADD COURSEADD COURSE Strategic Senior Planning - On Demand
    Collapse Striking It Niche! - On Demand
    Target versus Niche: Sorting Out How to Create a Compelling Value Proposition

    The OnDemand session for this course will be available by January 31st.

    Many financial advisors struggle with how to define their target client and create a compelling offer, but both are necessary to effectively attract clients and referrals. In additon, at the base of it's confusion is the difference between a target market and niche. Understanding the difference will enable you to revolutionize your marketing. You will be able to describe your value to clients and centers of influence. You will also be able to create a service offering that attracts the clients you want most without becoming too narrowly focused and limiting your market potential.

    Formats Available: Streaming, Webinar + Archive
    Original Course Date: January 11, 2017
    On-Demand Release Date: Available Now

    Approved Credit:
  • FPA: 1 hour CFP CE

  • ADD COURSEADD COURSE Striking It Niche! - On Demand
    Collapse The Art and Science of Influence - On Demand
    How Do We Get Our Clients to Implement Our Best Advice?

    Retreat 2015

     Persuasion is defined as communication intended to induce belief or action and is perhaps the competency most essential to effective business development. Behavioral science has arrived at a widely agreed upon canon of principles of effective persuasive appeals. By artfully applying these scientific principles, financial professionals can drive home their messages with greater impact, thereby increasing the chances that their recommendations and plans will be implemented. Please join Dr. Crosby for this interactive seminar, which will provide participants with a chance to experience effective persuasion firsthand, and the toolbox necessary to implement these ideas for immediate benefit.

    Learning Objectives:

    • Understand the ways in which persuasion and influence underlie a financial professional's ability to have her/his plans implemented
    • Discuss the six key ways behavioral economics has identified for advisers to positively influence their clients' behavior
    • Develop a toolbox for inducing optimal financial decision making in clients by applying the principles learned
    Formats Available: Streaming
    Original Course Date: April 22, 2015

    Approved Credit:
  • FPA: 1 hour CFP CE

  • ADD COURSEADD COURSE The Art and Science of Influence - On Demand
    Collapse The Seven Steps to Protect Yourself Your Practice, and Your Clients Who have Diminished Mental Capacity - On Demand
    What do you do when you discover that one of your clients has a diminished mental capacity? According to the Alzheimers Association, Alzheimers disease will strike more than 8 million Americans by 2030 ( a rise of 60% from 2010). If you don't know what steps to take to protect your client and your practice, both may be at risk. In this workshop you will learn the best practices to follow when one of your clients has a loss of memory. You will develop a protocol to use with every client you suspect may have diminished mental capacity. You will learn the skills to develop a relationship with the clients entire family and become their trusted adviser for future generations. Remember it is not a question of if you will have to work with a client who has diminished mental capacity but when. Prepare yourself now to protect your client, yourself and your practice.

    Learning Objective:
    • Describe the best practices to deal with a client who may have diminished mental capacity.
    • Develop a standardized protocol for your firm to address situations where clients have exhibited diminished mental capacity.
    • Create a relationship with the clients entire family using a very powerful tool, the family meeting.

    Formats Available: Streaming
    Original Course Date: September 09, 2016

    Approved Credit:
  • FPA: 1 hour CFP CE

  • ADD COURSEADD COURSE The Seven Steps to Protect Yourself Your Practice, and Your Clients Who have Diminished Mental Capacity - On Demand
    Collapse When Clients Divorce: A Financial Planner
    This workshop will first focus on the Divorce Adjustment Process and the predictable stages that clients going through divorce will typically experience. Where clients are in the Divorce Adjustment Process determines how we should best respond to and work with them. We will also talk about the concept of regression to help us understand what clients are experiencing and why people going through divorce are often difficult to work with. We will also look at how the litigation process differs from mediation and how this difference informs our work.

    Learning Objectives:
    • Describe the role of regression in the Divorce Process.Identify where your client is in the Divorce Adjustment Process
    • Understand how to tailor make their approach and presentation in order to be most effective with their clients.
    Formats Available: Streaming
    Original Course Date: September 09, 2016

    Approved Credit:
  • FPA: 1 hour CFP CE

  • ADD COURSEADD COURSE When Clients Divorce: A Financial Planner
    Client Relationships (No Credit)