Every advisor knows the difficulty of working with clients who are struggling with anxieties, conflicts, fantasies, and fears. With wit and insight, The Client Connection explores psychological issues that financial advisors, attorneys, accounting and insurance professionals, and therapists are likely to encounter, including aging and the brain, the nature of deceit, how to change bad habits, and how to deal well with stress and trauma. As you deepen your understanding of what goes on inside your clients (and yourself), the tools and techniques you learn will help you create sound, mutually beneficial relationships that can last a lifetime.
TESTIMONIALS
"Mellan and Christie get to the ‘heart and soul’ of personal financial planning with this soulful collection of financial wisdom and advice."
- Richard S. Kahler, MS, CFP, ChFC, CCIM
President, Kahler Financial Group
“Olivia Mellan has compiled some of her best work on building rich and lasting client relationships in The Client Connection. Traditional financial planning issues are reframed to help us fully appreciate our clients’ perspective and discover effective ways to apply healthy motivation and tactfully help clients deal with sensitive issues. The book is packed with stories, strategies and tactics employed by some of the financial advisory industry’s greatest thought leaders. There is nothing more important in the advisory business than the connection you have with your client. This book is a graduate level crash course on the subject!”
-Sheryl Garrett, CFP®
Founder, Garrett Planning Network
"Olivia Mellan has more knowledge and insight into how people think about and behave with money than anyone I know. I was honored to publish her work for many years. She and co-author Sherry Christie create penetrating pieces that help financial advisors better understand why their clients say and do the things they do, and more importantly, how to help them better handle their finances."
-Bob Clark, publishing consultant and former editor-in-chief of Dow Jones Investment Advisor magazine
ABOUT THE AUTHORS
Olivia Mellan is a speaker, psychotherapist, money coach and business consultant in private practice in
Washington, DC . Since 1982, she has been an innovator in the field of money psychology and money conflict resolution. She began her therapy career in 1974 specializing in women's issues, then in couples therapy, and finally in business therapy. She is the author of four critically acclaimed books: Money Harmony: Resolving Money Conflicts in Your Life and Relationships; Overcoming Overspending: A Winning Plan for Spenders and Their Partners; Money Shy to Money Sure: A Woman's Road Map to Financial Well-Being; and The Advisor's Guide to Money Psychology: Taking the Fear Out of Financial Decision-Making (the latter three co-written with Sherry Christie). Her column for financial professionals, "The Psychology of Advice," appears monthly in Investment Advisor magazine. In 2006, Investment Advisor named her one of the 25 most influential people in the planning profession. Mellan has frequently appeared on Oprah, The TODAY Show, and ABC's 20-20, and is interviewed often on nationwide radio (Marketplace, All Things Considered, Wisconsin Public Radio), TV, and in print.
Sherry Christie has been helping people make better financial decisions for more than 20 years. In addition to the three books she has co-written with Olivia Mellan, she edited Making Your Company Human: Inspiring Others to Reach Their Potential, by Le Herron. A former advertising agency copywriter and executive, Sherry started her freelance financial writing business in 1991. Her client list includes Bank of America, JPMorgan Chase, SunTrust Bank, Nationwide Financial, and the Independent Community Bankers Association.
View Olivia Mellan's Today Show Money appearance below
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