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2023 Playbook Series #3, Session #1: Getting to Yes - The Art of Conversation and Client Conversion
Course Information
Content Level: Foundational
NAPFA Subject Area: K-Marketing & Practice Management
Course Description

In this initial session, which is part of a trilogy of sessions focused on conversational selling skills and the art of influence, you will learn how to enroll people in who you are and how you can help as they seek to realize their goals. This session will focus on:

  • What makes a good, persuasive communicator
  • Decision-making psychology, including the real reasons people say yes or no
  • Proven frameworks to enhance every conversation
  • How to strengthen your sell-ability muscles

Homework Assignment for Session #3: Consider what the panelists said and come to session #3 prepared to share your additional insights with the group.

Bob Veres

Bob Veres is an entertaining futurist for the profession, author of The New Profession, and a top source anywhere for the most relevant thoughts, ideas, experiments, and practical tips about how to meet the bright future of the profession on its own terms. He is editor and publisher of the Inside Information ( interactive guide to trends and innovations in the profession and co-produces the Insider’s Forum conference for independent financial advisory firms.

Over his 30-year career in the financial services world, Veres has worked as editor of Financial Planning magazine; as a contributing editor to the Journal of Financial Planning; as a columnist and editor-at-large of Investment Advisor magazine; and as editor of Morningstar’s advisor web site. Veres has been named one of the most influential people in the financial planning profession by Investment Advisor magazine and Financial Planning magazine, and he was granted the Special Achievement Award for service to the profession by NAPFA, and the Heart of Financial Planning Distinguished Service Award from the Denver-based FPA.

George Kinder

Author, thought leader, and life planning pioneer George Kinder has been at the forefront of the financial services industry for over 35 years. One of the first 60 members of NAPFA, Kinder is passionate about the fiduciary nature of the fee-only movement. He developed a training methodology 25 years ago for what he felt was the most fiduciary way of conducting relationships between advisors and clients, spearheading a movement that centers the lives that clients long to live within their financial plan.

Kinder has trained thousands of professionals globally in the mindfulness-based field of financial life planning. He founded the Kinder Institute of Life Planning ( in 2003 to experientially teach advisors the skills necessary to developing trusting relationships with their clients, leading to the Registered Life Planner® designation. His three books on money, The Seven Stages of Money Maturity (1999), Lighting the Torch (2006), and Life Planning for You (2014), are considered essential works in the field of financial life planning for both professionals and consumers.

Edward Kramer CFP®