Trust, The Foundation of Relationships (1 Credit)

Frank Murtha
07/14/21 4 PM EST
CFP® Live CPA IWI
Program Id: 603335915
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Trust is a widely invoked though often misunderstood concept. It is the foundation of the counselor-client relationship. Moreover, it is a prerequisite in retaining clients, gathering assets, and gaining referrals. This class dissects trust into easily understood components, and prescribes practical steps in building and maintaining this critical professional characteristic.


Trust: How important is it? How does it fit in? (12 Minutes)

  • Maslow vs. Investor “Hierarchy of Needs”
  • The foundation of the pyramid

Type 1: Technical Competence/Expertise (12 Minutes)

  • “Most important” client motivation
  • The heart of FA value
  • Ways to convey that trust
  • Conversations
  • Physical representations.

Type 2: Ethical Trust (12 minutes)

  • Not to be taken for granted – client psychology, famous cases
  • Best-interest (fiduciary standard)
  • Ways to earn trust
  • Communications about fees
  • Consistency of words and actions
  • Transparency

Type 3: Interpersonal Trust (12 minutes)

  • Personal in personal finance is underrated
  • Communication preferences
  • Keys to a productive counselor-client relationship.
  • Caring, Understanding, Respect and Empathy (CURE)
  • Carl Rogers Humanistic Psychology

A comprehensive strategy for building and keeping trust – The Newsletter. (7 Minutes)

  • Critical components of a good newsletter
  • Recommendations for format

Wrap up/Questions (5 Minutes)

 

This webinar is eligible for one hour of CE credit towards the CIMA® and CPWA® certifications, CFP® CE, PACE credit toward the CLU® and ChFC® designations and live CPA CPE credit.
 

About Frank Murtha, Ph.D. 

Dr. Frank Murtha earned a Ph.D. in Counseling Psychology from the University at Buffalo in 2000.  In 2001, he co-founded the consulting firm, MarketPsych LLC, which specialized in helping financial professionals apply financial psychology to build better relationships, gain referrals, increase assets under management and improve investment returns.  Dr. Murtha has taught at City University of New York and New York University, and is the co-author of the critically acclaimed MarketPsych: How to Manage Fear and Build Your Investor Identity, named one of the “Best 3 Financial Books of the Year,” according to Kiplinger’s Personal Finance.  In 2021, he founded the Financial Counseling Institute to provide advanced training and certification to financial advisors and planners.


More than 50 hours of CFP® CE credit and more than 100 hours of Investments & Wealth Institute® credit on replays available 24/7 to paying members ($120 annually) of
Advisors4Advisors.com. CPAs are eligible to receive CPE for attending live webinars only. To learn how to receive continuing professional education credit viewing webinar replays, please see our detailed instructions.

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Insightful

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Excellent. I appreciate you bringing this program to A4A

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