Understanding Client Perspectives
Understanding Client Perspectives
If there is a truly universal "rule" of human relationships, it can be summarized in the succinct guideline taught by the ancient Jewish scholar Hillel in the first century A.D.: "Do not do unto thy neighbor what is hateful unto thee; that is the whole law." The beauty of Hillel's insight lies both in the message itself and the message's
More DetailsDig DeeperIf there is a truly universal “rule” of human relationships, it can be summarized in the succinct guideline taught by the ancient Jewish scholar...
Understanding Client Perspectives
If there is a truly universal "rule" of human relationships, it can be summarized in the succinct guideline taught by the ancient Jewish scholar Hillel in the first century A.D.: "Do not do unto thy neighbor what is hateful unto thee; that is the whole law." The beauty of Hillel's insight lies both in the message itself and the message's
More DetailsDig DeeperUnderstanding Client Perspectives
If there is a truly universal "rule" of human relationships, it can be summarized in the succinct guideline taught by the ancient Jewish scholar Hillel in the first century A.D.: "Do not do unto thy neighbor what is hateful unto thee; that is the whole law." The beauty of Hillel's insight lies both in the message itself and the message's
More DetailsDig Deeper
Selling to Business Owners
Selling to Business Owners
The capital structure of privately held companies is interwoven with the financial circumstances of their owners. Because the owner of the company is both the company and the shareholder, financial advisors must address the influence of the owner's personal investment goals on the optimal capital structure of the business and the development of those goals over both the personal finance
More DetailsDig DeeperThe capital structure of privately held companies is interwoven with the financial circumstances of their owners. Because the owner of the company is both...
Selling to Business Owners
The capital structure of privately held companies is interwoven with the financial circumstances of their owners. Because the owner of the company is both the company and the shareholder, financial advisors must address the influence of the owner's personal investment goals on the optimal capital structure of the business and the development of those goals over both the personal finance
More DetailsDig DeeperSelling to Business Owners
The capital structure of privately held companies is interwoven with the financial circumstances of their owners. Because the owner of the company is both the company and the shareholder, financial advisors must address the influence of the owner's personal investment goals on the optimal capital structure of the business and the development of those goals over both the personal finance
More DetailsDig Deeper
Idea Generation Techniques
Idea Generation Techniques
According to Edward deBono, there are two ways to think about thinking. One is to view thinking as being as automatic as breathing, which is noticed only when one consciously focuses on it. The second is to view thinking as a skill that can be improved by focusing on logic and learning to identify fallacies. In creative problem-solving, there are
More DetailsDig DeeperAccording to Edward deBono, there are two ways to think about thinking. One is to view thinking as being as automatic as breathing, which...
Idea Generation Techniques
According to Edward deBono, there are two ways to think about thinking. One is to view thinking as being as automatic as breathing, which is noticed only when one consciously focuses on it. The second is to view thinking as a skill that can be improved by focusing on logic and learning to identify fallacies. In creative problem-solving, there are
More DetailsDig DeeperIdea Generation Techniques
According to Edward deBono, there are two ways to think about thinking. One is to view thinking as being as automatic as breathing, which is noticed only when one consciously focuses on it. The second is to view thinking as a skill that can be improved by focusing on logic and learning to identify fallacies. In creative problem-solving, there are
More DetailsDig Deeper
Four Developmental Stages of Empathy
Four Developmental Stages of Empathy
An aptitude for empathy can be developed through four common stages. These stages involve techniques that are widely used by professionals in the business of assessing, diagnosing, and developing recommended solutions for people. Medical, psychological, and pastoral caregivers often receive extensive training in these skills, because of their responsibility to provide therapeutic care in their relationships with their clients. While
More DetailsDig DeeperAn aptitude for empathy can be developed through four common stages. These stages involve techniques that are widely used by professionals in the business...
Four Developmental Stages of Empathy
An aptitude for empathy can be developed through four common stages. These stages involve techniques that are widely used by professionals in the business of assessing, diagnosing, and developing recommended solutions for people. Medical, psychological, and pastoral caregivers often receive extensive training in these skills, because of their responsibility to provide therapeutic care in their relationships with their clients. While
More DetailsDig DeeperFour Developmental Stages of Empathy
An aptitude for empathy can be developed through four common stages. These stages involve techniques that are widely used by professionals in the business of assessing, diagnosing, and developing recommended solutions for people. Medical, psychological, and pastoral caregivers often receive extensive training in these skills, because of their responsibility to provide therapeutic care in their relationships with their clients. While
More DetailsDig Deeper
Five Unambiguous Relationship Boundary Violations
Five Unambiguous Relationship Boundary Violations
Clear boundary violations for managers and relationship managers are situations when highly inappropriate interpersonal communication and/or relationships occur in the workplace context. These situations do not require "judgment calls"; they are NEVER appropriate and must be avoided in all cases and at all times. When they do occur, the organization suffers not only from compromised managerial authority but also from
More DetailsDig DeeperClear boundary violations for managers and relationship managers are situations when highly inappropriate interpersonal communication and/or relationships occur in the workplace context. These situations...
Five Unambiguous Relationship Boundary Violations
Clear boundary violations for managers and relationship managers are situations when highly inappropriate interpersonal communication and/or relationships occur in the workplace context. These situations do not require "judgment calls"; they are NEVER appropriate and must be avoided in all cases and at all times. When they do occur, the organization suffers not only from compromised managerial authority but also from
More DetailsDig DeeperFive Unambiguous Relationship Boundary Violations
Clear boundary violations for managers and relationship managers are situations when highly inappropriate interpersonal communication and/or relationships occur in the workplace context. These situations do not require "judgment calls"; they are NEVER appropriate and must be avoided in all cases and at all times. When they do occur, the organization suffers not only from compromised managerial authority but also from
More DetailsDig Deeper
Emotional Self-Awareness
Emotional Self-Awareness
The financial services industry is often said to be a "relationship business." Relationships in the industry are based on the desire to establish a bond with someone who can be trusted. In this setting, an important aspect of trust is a common understanding of clients' underlying needs and financial goals. The starting point in building a trusting relationship is understanding
More DetailsDig DeeperThe financial services industry is often said to be a “relationship business.” Relationships in the industry are based on the desire to establish a...
Emotional Self-Awareness
The financial services industry is often said to be a "relationship business." Relationships in the industry are based on the desire to establish a bond with someone who can be trusted. In this setting, an important aspect of trust is a common understanding of clients' underlying needs and financial goals. The starting point in building a trusting relationship is understanding
More DetailsDig DeeperEmotional Self-Awareness
The financial services industry is often said to be a "relationship business." Relationships in the industry are based on the desire to establish a bond with someone who can be trusted. In this setting, an important aspect of trust is a common understanding of clients' underlying needs and financial goals. The starting point in building a trusting relationship is understanding
More DetailsDig Deeper
Empathic Listening Do’s and Don’ts
Empathic Listening Do’s and Don’ts
The term empathy derives from the Greek word empatheia or "feeling into" - the ability to perceive the subjective experience of another person. For our purposes, empathy is defined simply as the capacity to understand and respond effectively to the unique circumstances of another. In applying this definition to the role of relationship manager, it is evident how important empathic
More DetailsDig DeeperThe term empathy derives from the Greek word empatheia or “feeling into” – the ability to perceive the subjective experience of another person. For...
Empathic Listening Do’s and Don’ts
The term empathy derives from the Greek word empatheia or "feeling into" - the ability to perceive the subjective experience of another person. For our purposes, empathy is defined simply as the capacity to understand and respond effectively to the unique circumstances of another. In applying this definition to the role of relationship manager, it is evident how important empathic
More DetailsDig DeeperEmpathic Listening Do’s and Don’ts
The term empathy derives from the Greek word empatheia or "feeling into" - the ability to perceive the subjective experience of another person. For our purposes, empathy is defined simply as the capacity to understand and respond effectively to the unique circumstances of another. In applying this definition to the role of relationship manager, it is evident how important empathic
More DetailsDig Deeper
Creative Deal Discovery
Creative Deal Discovery
According to Edward deBono, there are two ways to think about thinking. One is to view thinking as being as automatic as breathing, which is noticed only when one consciously focuses on it. The second is to view thinking as a skill that can be improved by focusing on logic and learning to identify fallacies. In creative problem-solving, there are
More DetailsDig DeeperAccording to Edward deBono, there are two ways to think about thinking. One is to view thinking as being as automatic as breathing, which...
Creative Deal Discovery
According to Edward deBono, there are two ways to think about thinking. One is to view thinking as being as automatic as breathing, which is noticed only when one consciously focuses on it. The second is to view thinking as a skill that can be improved by focusing on logic and learning to identify fallacies. In creative problem-solving, there are
More DetailsDig DeeperCreative Deal Discovery
According to Edward deBono, there are two ways to think about thinking. One is to view thinking as being as automatic as breathing, which is noticed only when one consciously focuses on it. The second is to view thinking as a skill that can be improved by focusing on logic and learning to identify fallacies. In creative problem-solving, there are
More DetailsDig Deeper
Business Entities and Structures
Business Entities and Structures
Clients of financial services firms have diverse financial needs. While they often seek solutions to specific tactical problems, they generally have an interest in broader issues. These include raising capital, investment management, risk management, and liquidity management. Clients may enter into transactions through various subsidiaries and legal entities. The type of entity that enters these transactions can affect which risks
More DetailsDig DeeperClients of financial services firms have diverse financial needs. While they often seek solutions to specific tactical problems, they generally have an interest in...
Business Entities and Structures
Clients of financial services firms have diverse financial needs. While they often seek solutions to specific tactical problems, they generally have an interest in broader issues. These include raising capital, investment management, risk management, and liquidity management. Clients may enter into transactions through various subsidiaries and legal entities. The type of entity that enters these transactions can affect which risks
More DetailsDig DeeperBusiness Entities and Structures
Clients of financial services firms have diverse financial needs. While they often seek solutions to specific tactical problems, they generally have an interest in broader issues. These include raising capital, investment management, risk management, and liquidity management. Clients may enter into transactions through various subsidiaries and legal entities. The type of entity that enters these transactions can affect which risks
More DetailsDig Deeper
Mentors and Coaches as Leaders
Mentors and Coaches as Leaders
“If the only person to whom you listen is yourself, you are unlikely to discover your ‘voice’ or your full potential.” - James M. Kouzes and Barry Z. Posner. Interacting with others whom we respect and trust about aspects of self-awareness can facilitate the exploration of our “inner territory.” It is also very valuable to have an experienced “sounding board”
More DetailsDig Deeper“If the only person to whom you listen is yourself, you are unlikely to discover your ‘voice’ or your full potential.” – James M....
Mentors and Coaches as Leaders
“If the only person to whom you listen is yourself, you are unlikely to discover your ‘voice’ or your full potential.” - James M. Kouzes and Barry Z. Posner. Interacting with others whom we respect and trust about aspects of self-awareness can facilitate the exploration of our “inner territory.” It is also very valuable to have an experienced “sounding board”
More DetailsDig DeeperMentors and Coaches as Leaders
“If the only person to whom you listen is yourself, you are unlikely to discover your ‘voice’ or your full potential.” - James M. Kouzes and Barry Z. Posner. Interacting with others whom we respect and trust about aspects of self-awareness can facilitate the exploration of our “inner territory.” It is also very valuable to have an experienced “sounding board”
More DetailsDig Deeper
Identify Your People Style
Identify Your People Style
Relationship-oriented managers need to have an abiding curiosity about what motivates and drives people. It should be evident to them that there are stylistic differences between different individuals with whom they interact in performing their role. It is particularly useful for them to have a fairly comprehensive understanding of what distinguishes different personalities and interpersonal communication styles. An awareness of
More DetailsDig DeeperRelationship-oriented managers need to have an abiding curiosity about what motivates and drives people. It should be evident to them that there are stylistic...
Identify Your People Style
Relationship-oriented managers need to have an abiding curiosity about what motivates and drives people. It should be evident to them that there are stylistic differences between different individuals with whom they interact in performing their role. It is particularly useful for them to have a fairly comprehensive understanding of what distinguishes different personalities and interpersonal communication styles. An awareness of
More DetailsDig DeeperIdentify Your People Style
Relationship-oriented managers need to have an abiding curiosity about what motivates and drives people. It should be evident to them that there are stylistic differences between different individuals with whom they interact in performing their role. It is particularly useful for them to have a fairly comprehensive understanding of what distinguishes different personalities and interpersonal communication styles. An awareness of
More DetailsDig Deeper
Values Clarification
Values Clarification
Our "inner voice" needs to be acknowledged and listened to. It sets the direction for our behavior and decision-making. It powers our ability to read people and make good judgments. It checks our more self-destructive impulses. It steers us with an "inner rudder" as we navigate through the challenges posed every day by the demands of work and family life.
More DetailsDig DeeperOur “inner voice” needs to be acknowledged and listened to. It sets the direction for our behavior and decision-making. It powers our ability to...
Values Clarification
Our "inner voice" needs to be acknowledged and listened to. It sets the direction for our behavior and decision-making. It powers our ability to read people and make good judgments. It checks our more self-destructive impulses. It steers us with an "inner rudder" as we navigate through the challenges posed every day by the demands of work and family life.
More DetailsDig DeeperValues Clarification
Our "inner voice" needs to be acknowledged and listened to. It sets the direction for our behavior and decision-making. It powers our ability to read people and make good judgments. It checks our more self-destructive impulses. It steers us with an "inner rudder" as we navigate through the challenges posed every day by the demands of work and family life.
More DetailsDig DeeperUnderstanding Client Perspectives
If there is a truly universal "rule" of human relationships, it can be summarized in the succinct guideline taught by the ancient Jewish scholar Hillel in the first century A.D.: "Do not do unto thy neighbor what is hateful unto thee; that is the whole law." The beauty of Hillel's insight lies both in the message itself and the message's
More DetailsDig DeeperSelling to Business Owners
The capital structure of privately held companies is interwoven with the financial circumstances of their owners. Because the owner of the company is both the company and the shareholder, financial advisors must address the influence of the owner's personal investment goals on the optimal capital structure of the business and the development of those goals over both the personal finance
More DetailsDig DeeperIdea Generation Techniques
According to Edward deBono, there are two ways to think about thinking. One is to view thinking as being as automatic as breathing, which is noticed only when one consciously focuses on it. The second is to view thinking as a skill that can be improved by focusing on logic and learning to identify fallacies. In creative problem-solving, there are
More DetailsDig DeeperFour Developmental Stages of Empathy
An aptitude for empathy can be developed through four common stages. These stages involve techniques that are widely used by professionals in the business of assessing, diagnosing, and developing recommended solutions for people. Medical, psychological, and pastoral caregivers often receive extensive training in these skills, because of their responsibility to provide therapeutic care in their relationships with their clients. While
More DetailsDig DeeperFive Unambiguous Relationship Boundary Violations
Clear boundary violations for managers and relationship managers are situations when highly inappropriate interpersonal communication and/or relationships occur in the workplace context. These situations do not require "judgment calls"; they are NEVER appropriate and must be avoided in all cases and at all times. When they do occur, the organization suffers not only from compromised managerial authority but also from
More DetailsDig DeeperEmotional Self-Awareness
The financial services industry is often said to be a "relationship business." Relationships in the industry are based on the desire to establish a bond with someone who can be trusted. In this setting, an important aspect of trust is a common understanding of clients' underlying needs and financial goals. The starting point in building a trusting relationship is understanding
More DetailsDig DeeperEmpathic Listening Do’s and Don’ts
The term empathy derives from the Greek word empatheia or "feeling into" - the ability to perceive the subjective experience of another person. For our purposes, empathy is defined simply as the capacity to understand and respond effectively to the unique circumstances of another. In applying this definition to the role of relationship manager, it is evident how important empathic
More DetailsDig DeeperCreative Deal Discovery
According to Edward deBono, there are two ways to think about thinking. One is to view thinking as being as automatic as breathing, which is noticed only when one consciously focuses on it. The second is to view thinking as a skill that can be improved by focusing on logic and learning to identify fallacies. In creative problem-solving, there are
More DetailsDig DeeperBusiness Entities and Structures
Clients of financial services firms have diverse financial needs. While they often seek solutions to specific tactical problems, they generally have an interest in broader issues. These include raising capital, investment management, risk management, and liquidity management. Clients may enter into transactions through various subsidiaries and legal entities. The type of entity that enters these transactions can affect which risks
More DetailsDig DeeperMentors and Coaches as Leaders
“If the only person to whom you listen is yourself, you are unlikely to discover your ‘voice’ or your full potential.” - James M. Kouzes and Barry Z. Posner. Interacting with others whom we respect and trust about aspects of self-awareness can facilitate the exploration of our “inner territory.” It is also very valuable to have an experienced “sounding board”
More DetailsDig DeeperIdentify Your People Style
Relationship-oriented managers need to have an abiding curiosity about what motivates and drives people. It should be evident to them that there are stylistic differences between different individuals with whom they interact in performing their role. It is particularly useful for them to have a fairly comprehensive understanding of what distinguishes different personalities and interpersonal communication styles. An awareness of
More DetailsDig DeeperValues Clarification
Our "inner voice" needs to be acknowledged and listened to. It sets the direction for our behavior and decision-making. It powers our ability to read people and make good judgments. It checks our more self-destructive impulses. It steers us with an "inner rudder" as we navigate through the challenges posed every day by the demands of work and family life.
More DetailsDig Deeper