Recorded 12/8/2015

Sometimes when a client nods their head it means yes, sometimes it means they heard some words. The Bobble-head Nod can make it difficult to lead clients through the decision making process. This is a very interactive class designed to help you develop your confirmation skills that get clients to tell you what they understand. You will come away with the formula for crafting questions that engage clients in meaningful conversations that lead to decisions.

Carol Craigie, MA, ChFC, CFP® is a psychologist turned financial planner who has broad experience in the wealth industry. She was a successful producer and sales manager who personally closed over $74 million in investments in one year utilizing the financial planning process while working for Norwest Bank. Carol became the Director of Financial Planning for several large organizations including Wells Fargo, JPMorgan Chase, and Key Bank, where she designed, implemented, and supervised multilevel financial planning services with thousands of advisors, brokers, trust officers, insurance representatives, portfolio managers, and client wealth advisors. When Carol retired from managing planning in large institutions, she became a consultant on behavioral economics as it applies to financial planning and a full-time professor with the College for Financial Planning, where she has designed and teaches their CFP capstone course, "Financial Plan Development." You can contact Carol at carol.craigie@cffp.edu.

Complexity Level: Intermediate