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Coaching
skills,
while not unlike skills
you already possess, are unique.
Coaching skills will enhance your ability to build and sustain
long-standing client relationships. Learn the basic concepts and
techniques of coaching and see how they differ from and support
consultative selling.
Learn also how coaching is not advising,
and when to use coaching instead of advising.
We have identified three levels of
consumer needs. People in financial trouble can go to Consumer Credit
Counseling Services for free counseling and coaching. CCCS's get funding
to cover the costs to provide counseling and coaching.
People with money to invest get advice
and guidance from financial professionals like you: investment advisors,
retirement planners, and insurance agents.
There are millions of people and
households in the middle ground, living paycheck-to-paycheck, and
looking for guidance to get out of that rut. Yet, they need to change
the habits and attitudes that keep them in that rut or they'll never
afford what you have to offer.
It is a socially responsible thing to
help this middle group, for a fee, while you make your income with
higher-level clients.
If you don't do it, financial
institutions and professional personal coaches will. |
Learning Points:
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Using leading
statements to keep prospects and clients talking
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Listening
creatively
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Avoiding
coaching pitfalls
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Determining
client’s goals
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Dealing
effectively with the client’s “you fix it” attitude
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Messaging to avoid the
“advice trap”
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Tasking clients
for progress
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Reframing
negative client attitudes
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Setting coaching fees and
maintaining fee integrity
Materials:
Participants will receive a handout and use
the 2007* version of Dr. Fred. E. Waddell's manual, Solution
Focused Financial Coaching. The arrangement with the
organization or the individual registration
process will include a discounted price for paid-registrants.
See
the Table of Contents.Buy the manual separately at
regular price in the
store.
* The 2005 version will do.
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