CHAPTER 13 Principles of Communication and Counseling

John E. Grable, PhD, CFP®

University of Georgia

Kristy L. Archuleta, PhD, LMFT

Kansas State University



Communication and counseling skills are at the center of the work financial planners do on a daily basis. These skills are an important professional competency shared by successful financial planners. Those who are able to communicate effectively while implementing counseling techniques into the client–planner relationship often find that current and prospective clients are more willing to work through the entire financial planning process. Although financial planners have long acknowledged this fact, it was only in 2012, following the 2009 Job Analysis Study conducted by Certified Financial Planner Board of Standards, Inc. (CFP Board), that principles related to communication and counseling were added to the job task domains in the United States. The logic underlying the inclusion of this important topic involves recognizing that communication and counseling skills often are more difficult to teach than, say, the fundamental aspects of cash flow or estate planning, but without such skills, the effectiveness of a financial planner can be marginalized. Unfortunately, communication and counseling skills are not well taught from only a textbook. Instead, experiential learning and practicing the skills are ...

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