This book was written with two goals in mind. The first was to help aspiring financial planners develop core competencies related to interpersonal communication techniques. The second was to provide tools and techniques to those already working in the profession to gain mastery of the interpersonal communication process. A key element of the book involves not only reading about “how to communicate,” but also watching examples of what to do and what not to do.
Throughout the book you will see text boxes that look like this:
Whenever you see a text box, you should recognize that an accompanying video showing an example of the topic is available online. The text box will provide a code, such as 4A, that will help you find the appropriate video clip. In this example, the number 4 represents the chapter, while the letter A represents the first video in Chapter 4.
While you do not need to watch the videos to gain an understanding, or even a mastery, of the tools and techniques provided in the book, we have found that sometimes watching others do something can be quite informative. We certainly hope that regardless of whether you watch some, all, or none of the videos, you will nonetheless practice what is presented. Mastery comes only with repeated practice.
You can find each of the videos from the book at: and enter the password: grable234.