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Stepping to the next level

机译：迈上新台阶

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Knowledge without the ability to understand your clients and coordinate the efforts of all the subject matter experts in your clients' lives may in fact make you the sharpest tool in the shed - but one that is likely to remain unused season after season. In the early 1980s, as I prepared for the American Institute of CPAs' PFS exam, I recall reading in Chapter One of the PFP manual that a CPA needs good communication skills to succeed as a financial planner. At the time, I didn't quite get it. The manual went on to say that a financial planner is frequently called upon to be the catalyst for the client to get them to do things that are in their best interests that they don't really want to do. Whether it is their need to complete an estate plan, dot the i's on their business succession plan or buy the insurance they need for their family or business, your clients love to procrastinate. But a great financial planner has to ask the right questions and be persuasive in the delivery of their advice and the execution of those recommendations.
机译：实际上，如果您不具备了解客户的能力并无法协调所有主题专家在客户生活中的努力的知识，则可能使您成为棚中最犀利的工具-但每个季节都有可能被闲置。在1980年代初期，当我为美国注册会计师协会的PFS考试做准备时，我想起了在PFP手册的第一章中读到的内容，即注册会计师需要良好的沟通技巧才能成功担任财务规划师。当时，我还不太了解。该手册还说，经常需要一位财务规划师来促使客户使他们去做他们真正不想做的，符合其最大利益的事情。无论是他们需要完成一份遗产计划，在我的业务继承计划上加点划线还是购买他们为家庭或企业所需的保险，您的客户都喜欢拖延。但是，出色的财务规划师必须提出正确的问题，并在提供建议和执行建议时具有说服力。

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