By: Courtney Pullen

Pullen Consulting Group303-420-2908

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FPA Philadelphia Tri-State Conference 2004

The Role of Communication in Financial Planning

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Align conversations create shared purpose, stimulate creativity, and ensure smart planning.

Act conversations clarify accountabilities and launch action.

Adjust conversations review performance and translate experience into improvement.

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• All humans have purposes and concerns.

• When people perceive you threaten or are unaware of their purposes and concerns, they resist. This produces waste.

• When people perceive you are aware of and sensitive to their purposes and concerns, they communicate and collaborate. This produces value.

Axioms of the Intersection

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The Conversation Meter100

50

2575

0

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A direct conflict between what you say in one situation and what you say in another (lying, withholding information).

Pretense50

25 75

0 100

Focus: Avoid difficulty

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An honest report of my point of view; includes thoughtless certainty that my view is accurate.

Sincerity50

25 75

0 100

Focus: Be honest, defend my honest position

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Separating mutually observable facts from explanation of those facts. Includes the recognition that my perceptions are not reality.

Accuracy50

25 75

0 100

Focus: Reveal facts and compare explanations for value

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Genuine appreciation of various views and factors, researching where they intersect for new insight and opportunity.

Authenticity50

25 75

0 100

Focus: Clarify essential purpose and reveal intersections for action

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