PRESCRIBED TEXT FOR:
Institution: Kaplan Higher Education - 2014 2nd Semester
Course Code: FPC007
Subject: Client engagement skills
With the market becoming more competitive than ever, clients expect more from their advisers to not only guide them through the complexity of investment and risk products but to help protect and grow their financial wealth through quality and professional advice. Never before have financial planners been in a position to make a real and lasting difference for their existing and prospective clients.
What do Financial Planning Clients really want? gives advisers the necessary insights to better understand the mindset, motivations and expectations of people who use and don't use financial planners. Through a series of 20 interviews with people all around Australia who have never used, used once or have an ongoing relationship with a financial planner, author James Evangelidis seeks the answers to questions like:
- What do you think a financial planner does?
- Was your financial planner experience different to what you were expecting?
- When it comes to choosing a financial planner is age and/or gender important?
- If you were to use a financial planner what are the things you would look for?
- Describe the benefits you think your planner has created for you in managing your wealth.
- Does your financial planner represent "good value for money"?
- How do you think you would go about finding a financial planner if you needed one?
The interviewees in the book come from a variety of different occupations, income levels, geographies, educational backgrounds and attitudes to risk. The frank and open exchanges will give advisers unprecedented access into the thinking of 20 Australians who in one way or another all need or will need education and direction with their financial affairs.
The survival of financial planning practices will lie in the ability of their advisers initiating and building long-term relationships with their clients. It is the professionalism and strength of these relationships that translates to the competitive advantage gained for the practice and its long-term business prospects. Ensure you have the tactics and tools on how to service your existing client base and attract new ones.
About the Author:
James Evangelidis is the Principal Consultant with Envoy Professional Search - a boutique consultancy specialising in the search and placement of senior accounting and law professionals. He has provided services to many small to large businesses including PricewaterhouseCoopers, Ernst & Young, Grant Thornton, BDO Kendalls, Moore Stephens, IAG, Thomson Reuters, Merrill Lynch, Fujitsu, Macquarie Bank, Westpac and News Limited.
With expertise in business development and marketing, James has assisted commercial clients win new business with organisations such as ING, St George and CBA.
James is the author of the successful Thomson Reuters publication in the same series, What do Accounting Clients really want? James' experience in working with clients in the accounting sector has given him a unique set of insights into the dynamics of the relationship between clients and advisers. This practice is currently being extended to the financial planning and legal industries.