March, 2007 – Journal of Financial Planning
Psychology and Life Planning by George Kinder, CFP®, and Susan Galvan
Because of the depth of mutual trust, the sense of intimacy, and the encouragement of positive life changes that occur in the life planning relationship, many planners express concern that such an approach implies that they would somehow be taking on the role or functions of a psychotherapist. This article, adapted from the recently published book, Lighting the Torch: The Kinder Method™ of Life Planning, addresses those concerns. Read it here.
March 2007 - Financial Planning Magazine
Article: The Client-Centered Advisor by Galvan, Anderson, Garrett and Swift
"What matters most?" This question lies at the heart of the four relationships that anchor the client-centered advisor in a richly fulfilling professional practice. What matters most to me, my clients, my peers and my prospects?
A professional who embraces these types of questions is grounded and client-centered. This article will attempt to communicate key philosophies and best practices for client-centered advisors to give financial planners a new way of thinking about fiduciary duties, service delivery and public communications. Read it here
November 2006 – Wealth Manager Magazine
Article: The Heart Piece, by George Kinder and Susan Galvan
It’s the heart piece that’s been missing,” remarked the young planner who has blazed a dazzling career path. Smart, experienced, he has built a business that has been successful beyond the wildest dreams of most of us. He has the knowledge base, the entrepreneurial and management skills, the team-building expertise, and a genuine warmth that leads to client hugs on a regular basis. Read it here
April 2005 – Journal of Financial Planning
Feature: EVOKE™, A Life Planning Methodology, by George Kinder and Susan Galvan
Financial planners have always consulted with their clients concerning their goals, typically from the point of view of money goals rather than life goals. Quantifying future goals and doing a technical analysis of factors such as risk tolerance, age, and retirement income needs have been the norm. Moreover, a client's internal messages about money can sabotage even the best of these financial plans. Today's economic environment is, however, complex, and inspires an approach that is both more nimble and more penetrating. Views of retirement—what it is and how it may look—are rapidly changing. Opportunities to re-vision the future at any age exist for both client and planner, allowing a joint exploration of meaning and purpose in the client's life. To allow this deeper and more realistic approach, the advisor and the client must build higher levels of rapport, a relationship based on trust and greater self-knowledge. Read full article now: Read it here
March 1, 2005 - Financial Planning Magazine
Practice Tips: Improve Your Relationship Skill Set
Financial advisers can be caught off guard when faced with the emotional reactions clients may experience in response to financial life circumstances. Transitions of any type can produce strong emotions. Think of all the important life events where you may be expected to provide advice: birth, death, marriage, divorce, disability, job loss, new job, disaster, new home, relocation, and more. Read it here
Specific Elements of Communication That Affect Trust and Commitment
in the Financial Planning Process
Deanna L. Sharpe, Carol Anderson, Andrea White, Susan Galvan and Martin Siesta
This study used survey data from 554 planners and 128 clients of those planners to examine the relationship between specific communication tasks, communication skills, communication topics, and client trust in and
commitment to their financial planner and to the financial planning process.
Communication skills significantly correlated with client trust and commitment
were identified, providing an empirical basis for best practices in the
financial planning process. Results provide empirical support for CFP Practice
Standards relative to planner-client communication tasks and for planners taking
a life planning approach to the content of planner-client discussions. In AFCPE's research journal, Financial Counseling and Planning. Read it here.