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This list relates to the time period Trimester Two 2017 which ended on 27/10/2017
  1. Week 1 Reading 6 items
    1. Your client's story: know your clients and the rest will follow - Scott West, Mitch Anthony c2005

      Book Prescribed Please read: Introduction: The end of the process as we know it, pp. v - xi; The magnetic power of curiosity, pp 1 - 12.

    2. The Trusted Advisor Fieldbook : A Comprehensive Toolkit for Leading with Trust - Green, Charles H. Howe, Andrea P. 2011

      Book Prescribed Please read: Ch. 1: Fundamental truths, pp. 3 – 7; Ch. 2: Fundamental attitudes, pp. 9 – 13; Ch. 4: Three trust models, pp. 21 – 28.

    3. Workshop Resources 4 items
      1. Trust Tips – Trusted Advisor

        Webpage Recommended A series of short videos, narrated by Charlie Green - author of 'The Trusted Adviser'. All are insightful, but tips #8, #14, #12 and #2 are particularly relevant for Financial Advisers.

  2. Week 2 Reading 4 items
    1. The Trusted Advisor Fieldbook : A Comprehensive Toolkit for Leading with Trust - Green, Charles H. Howe, Andrea P. 2011

      Book Recommended Please read: Ch.10: Know yourself, pp. 79 - 82

    2. The emotionally intelligent financial advisor - Hendrie Weisinger c2004

      Book Recommended Please read: Part 1: Growing you emotional intelligence portfolio, pp. 1-29

    3. Workshop Resources 2 items
      1. Emotional Intelligence 13/3/2014

        Audio-visual document Recommended

  3. Week 3 Reading 5 items
    1. Core Techniques for Interviewing and Communication_Jaffe and Grubman.pdf

      Webpage Prescribed This article provides a concise summary of concepts covered in weeks 1 - 3

    2. Your client's story: know your clients and the rest will follow - Scott West, Mitch Anthony c2005

      Book Recommended Please read: Ch. 3: Why we can’t resist a great question, pp. 24-35; Ch. 5: The question is the answer, pp. 44-53; Ch. 6: Merging the quantitative and the qualitative, pp. 54-68

    3. The Trusted Advisor Fieldbook : A Comprehensive Toolkit for Leading with Trust - Green, Charles H. Howe, Andrea P. 2011

      Book Recommended Please read: Ch. 6: Listen, pp. 41 – 49

    4. Workshop Resources 2 items
      1. Miscommunication 30/1/2009

        Audio-visual document 

  4. Week 4 Reading 9 items
    1. People Styles at Work...And Beyond : Making Bad Relationships Good and Good Relationships Better - Bolton, Robert Bolton, Dorothy Grover 2009

      Book Recommended Please read: Pt. 1 Understanding Yourself and Others, pp.7 - 38; and Pt. 2 Style Flex, pp.91 - 107.

    2. Workshop Resources 7 items
      1. What is SOCIAL STYLE? 8/9/2015

        Audio-visual document Prescribed

      2. Spot the Social Style 23/8/2010

        Audio-visual document Recommended

      3. Driving Style - Tracom Social Style 18/11/2013

        Audio-visual document Recommended

      4. Amiable Style - Tracom Social Style 18/11/2013

        Audio-visual document Recommended

  5. Week 5 Reading 0 items
    1. Workshop Resources 0 items
  6. Week 6 Reading 7 items
    1. The Virtual Advisor

      Document Prescribed Please read: Ch. 1: Making the Case for Working Virtually; Ch. 2: Exploring Different Ways to Work Virtually; Ch. 3: Setting Up the Technology You Need to Work Virtually

    2. Workshop Resources 4 items
      1. Importance of Personal Branding 21/1/2015

        Audio-visual document Prescribed

      2. Brand Social Media Faux Pas 2/10/2014

        Audio-visual document Prescribed

  7. Week 7 Reading 13 items
    1. Behavioral finance and investor types: managing behavior to make better investment decisions - Michael M. Pompian 2012 (electronic resource)

      Book Further Reading For further information, please read: Part 1. Introduction to Behavioral Finance, pp. 1 - 44

    2. Workshop Resources 10 items
      1. Behavioral Finance 1/12/2014

        Audio-visual document Prescribed

      2. The Framing Effect 11/1/2017

        Audio-visual document Prescribed

      3. Familiarity Bias 15/12/2016

        Audio-visual document Prescribed

      4. What is Loss Aversion? 19/2/2016

        Audio-visual document Prescribed

      5. Status Quo Bias 3/11/2016

        Audio-visual document Prescribed

  8. Week 8 Reading 7 items
    1. Workshop Resources 3 items
  9. Week 9 Reading 7 items
    1. Conflict Management - Baden Eunson 2009

      Book Prescribed Please read: Chapter 1. Conflict - the basics, pp. 1-10.

    2. Mediation Skills and Strategies : A Practical Guide - Tony Whatling 2012

      Book Prescribed Please read: Chapter 1: Mediation, Process and Management, pp. 22-28.

    3. Workshop Resources 3 items
      1. Conflict Management

        Audio-visual document Recommended

      2. How Mediation Works

        Audio-visual document Recommended

  10. Week 10 Reading 9 items
    1. What is ethics? - S Dellaportas, S Thomsen, M Conyon 2012

      Chapter Prescribed Please read: Chapter 1 from "Principles of ethics and corporate governance in financial services", pp.1-12

    2. The AAA Model of Ethical Decision Making - S Dellaportas, S Thomsen, M Conyon 2012

      Chapter Prescribed Please read: Chapter 3 from "Principles of ethics and corporate governance in financial services", pp.76-80

    3. Workshop Resources 4 items
      1. Introduction to Behavioral Ethics 18/8/2013

        Audio-visual document Further Reading

    4. Additional Resources 3 items
      1. Ethics in Finance - John R. Boatright 2013 (electronic resource)

        Book Further Reading

      2. FPA - The Pillars of Our Profession

        Document Further Reading General overview only

  11. Week 11 Reading 7 items
    1. Conceptions of professionalism: meaningful standards in financial planning - Ken Bruce, Abdullahi Dahir Ahmed 2014

      Book Prescribed Please read: Chapter 1, Professions and Professionalism, pp. 1 - 13; Chapter 3, Financial Planning Professionalism Case Studies, pp. 33-38.

    2. Conflicts of interest - S Dellaportas, S Thomsen, M Conyon 2012

      Chapter Prescribed Please read: Chapter 6 from "Principles of ethics and corporate governance in financial services", pp.136-143

    3. Workshop Resources 1 item
    4. Additional Resources 4 items
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