Press Release



Jonathan Lynch

James Schiavone

Free Practitioner Webcast from AICPA: Working Effectively with Clients in Emotional Situations 

Published August 14, 2017

NEW YORK (AUGUST 14, 2017) – When faced with an emotional client, financial planners who are equipped with techniques to effectively work through the situation are able to create a deeper and more meaningful relationship. The American Institute of CPAs (AICPA) Personal Financial Planning (PFP) Section is offering a free practitioner webcast on this topic Wednesday, August 16 from 1:00 PM to 2:15 PM ET. In the webcast, CPA financial planners Jean-Luc Bourdon, CPA/PFS and Ted Sarenski, CPA/PFS, will share tools, techniques and resources to help practitioners learn how to work effectively with their clients facing difficult emotional situations.

Divorce, grief from loss, market downturn, or fear that they may outlive their assets can put clients in a difficult emotional place. In fact, a recent AICPA survey found that for elderly victims of financial fraud, the impact is more emotional than financial. Emotions play a large role in decision making. In fact, according to Harvard Business Review research, emotions triggered by one event have even been found to spill over and affect the decision making of another, unrelated situation.

The most effective financial planners are able to combine sophisticated technical expertise with the emotional intelligence required to understand their client’s needs. Planners who are able to go beyond balance sheets and withdrawal rates to understand their clients deeper motivation are able to forge a better connection and provide higher value services to help their clients realize their financial and life goals.
In this webcast, listeners will learn about:
  • Effective listening techniques
  • How to ask empowering questions
  • Checking your emotional reaction
  • Helping clients move through their emotions so you can work together effectively 
  • Tips to build rapport and empathy
  • And more …   
WHAT: Working Effectively with Clients in Emotional Situations

WHO: Jean-Luc Bourdon, CPA/PFS and Ted Sarenski, CPA/PFS

WHEN: Wednesday, August 16, 2017, 1:00 PM - 2:15 PM ET

HOW: Reporters and practitioners can register online here
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