CSI will be performing system maintenance on Saturday April 13th from 5 a.m. until 1 p.m. ET. You will not have access to your “myCSI” student account, nor will you be able to book, cancel or reschedule exams during this time. You can still access your online course materials by visiting connect.csi.ca then connecting to “Blackboard Learn”.

What is the course syllabus?

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Becoming an Effective Communicator

Topics covered in this chapter are:

  • The importance of your communications strategy as a differentiator
  • Key communications skills of a wealth advisor
  • How and why adults make buying decisions
  • How your ability to listen affects the success of your message

How Emotions Affect Your Client's Decisions

Topics covered in this chapter are:

  • The eight social influences on buying behavior
  • The role that emotion plays in decision making
  • How to make the ‘right brain’ connection
  • The emotional impact of “getting older” and how it affects the discussion about money

Client Discovery

Topics covered in this chapter are:

  • The importance of the ‘art’ of the conversation
  • How to listen effectively to what your client is saying
  • The role that questions play
  • Tying your questions to emotional needs

Marketing the "Right-Brain" Approach

Topics covered in this chapter are:

  • The changing role of today’s advisor
  • The emergence of the ‘new’ advisor
  • Three keys to becoming the advisor of choice
  • Your steps to differentiation and branding as a right-brain advisor