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2017-07-17 11:50
導讀：據(jù)《美國新聞與世界》公布的一項調(diào)查顯示，商業(yè)教練已成為美國顧問業(yè)中呼聲最高、增長最快的領(lǐng)域。在美國理財顧問行業(yè)，這一服務(wù)深受理財師們的歡迎。
什么是商業(yè)教練？
商 業(yè)教練是企業(yè)教練技術(shù)在商業(yè)模式領(lǐng)域的應(yīng)用。企業(yè)教練技術(shù)最早起源于20世紀90年代的美國，它將體育界教練訓練運動員的方式移植到企業(yè)中，并很快發(fā)展成 為一種風靡歐美的企業(yè)訓練技術(shù)。波音、麥當勞、BP石油等眾多國際性企業(yè)都紛紛用這種新興技術(shù)訓練團隊。隨著教練技術(shù)的日趨成熟和在多種細分領(lǐng)域的應(yīng)用， 國際上開始出現(xiàn)了若干專業(yè)領(lǐng)域教練，如管理教練、營銷教練、業(yè)績教練等。
In a study that involved 803 financial advisors, 22% of those surveyed paid for business coaching services within the last three years. Taking into account the three financial advisor business models, a quarter of investment managers, 17% of wealth managers, and 13% of financial advisors in multi-family offices used paid business coaches. Paid coaching can take a number of forms from one-on-one meetings, coaching programs with multiple attendees, and telephone and E-coaching.
通過一項對美國803名理財師的研究發(fā)現(xiàn)，22%的理財師在過去三年個人購買過商業(yè)教練服務(wù)。從三種理財顧問商業(yè)模式來看，25%的投資經(jīng)理人，17%的財富管理人以及13%為多戶家族理財室工作的理財師分別購買過教練服務(wù)。教練服務(wù)有多種形式，有一對一輔導，多人參加的培訓課程以及電話或網(wǎng)絡(luò)輔導。
詞匯解析：
business coaching service 商業(yè)教練服務(wù)
take sth into account 考慮到.....
attendee 出席者
Many financial advisors have embraced coaching for a number of reasons such as having a better work/life balance. However, most financial advisors purchase coaching services with the intent of becoming more successful. This can mean a number of things such as more assets under management, working with wealthier clients, and, often critically, becoming wealthier in their own right.
理財師們選擇教練服務(wù)原因各異，比如希望在生活和工作之間達到更好的平衡。然而，大部分理財師購買教練服務(wù)是為了更加成功，比如讓旗下管理更多的資產(chǎn)，吸引更富有的客戶，往往更重要的是，讓自己個人變得更加富有。
那么，這些種類繁多的教練課程效果如何呢？研究發(fā)現(xiàn)，這些教練課程對某些理財師來說可能是浪費金錢與時間，沒有讓他們變得更成功。但往往這種結(jié)果是由于教練服務(wù)的質(zhì)量抑或理財師缺乏動力， 沒有持續(xù)堅持跟進導致的。一位在加利福尼亞州圣路易斯奧比斯堡授課的領(lǐng)導力教練查爾斯?費爾特曼（Charles Feltman）認為，最大的誤區(qū)莫過于期望立竿見影。另外一類嚴重的錯誤是不認真對待課程，或縮短和取消上課時間。
On the other hand, financial advisors that have engaged coaches who are process oriented and are delivering empirically-derived best practices have been shown to achieve considerable improvements in their businesses.
另一方面，研究發(fā)現(xiàn)，如果理財師選擇的教練是以過程為導向，向?qū)W員提供經(jīng)驗證的最佳實踐模式，那么理財師會在事業(yè)上取得突出的進步。
What is very remarkable is that 97% of the financial advisors who engaged a paid business coach are willing to be do it again. These financial advisors find they receive considerable value from business coaches.
十分引人注目的是購買過教練課的理財師中97%的人愿意再次購買。因為這些理財師發(fā)現(xiàn)他們通過教練課程獲得了顯著的巨大價值。
詞匯解析：
process oriented 過程導向
empirically-derived 實證推導的
remarkable 引人注目的
There are a number of variations when it comes to best practices in the financial advisory universe. Business development initiatives are the most appealing and capable of having the greatest impact. “Most advisory professionals want to do a better job finding and working with wealthy clients. The most effective methods relate to networking and profiling because the skills complement one another allowing a practitioner to continually create and expand relationships for new business,” explains Hannah Shaw Grove, an expert on the high-net-worth markets and executive editor of Private Wealth magazine. “Many techniques work, but empirically-derived and field-proven methodologies that can quantify results are a great place to start.”
在理財顧問領(lǐng)域， 最佳實務(wù)范例有許多種類。業(yè)務(wù)拓展計劃可謂是最吸引人和最具有影響力的一種?！按蠖鄶?shù)理財顧問希望尋找更多的富有客戶并與之合作，而最有效的途徑則包括人際關(guān)系網(wǎng)的構(gòu)建與信息數(shù)據(jù)分析，因為這兩個技能互為補充，可以讓理財師持續(xù)拓展和開發(fā)新的業(yè)務(wù)關(guān)系?！眰€人財富雜志執(zhí)行主編，高凈值市場專家Hannah Shaw Grove說道。“對于理財師來說，許多技能都會對工作有所幫助，但經(jīng)實證得出，實地應(yīng)用驗證過，可以量化結(jié)果的方法是理財師學習的很好開端”。
In conclusion, coaching can be very valuable and while there are quite a number of exceptional coaches and coaching programs for financial advisors, “The best results happen when the financial advisor is committed to improving and the coach is able to teach and facilitate,” says Scott West, managing director of Invesco Consulting.
總之，教練課程對理財師來說非常具有價值，當前存在許多優(yōu)秀的理財師教練和培訓課程，“如果理財師能夠?qū)Ｗ⑻嵘约?，同時教練很好地教導并督促學員，那么理財師就可以從教練課程中獲得最佳結(jié)果?！?Invesco Consulting 常務(wù)董事Scott West說道。
詞匯解 析：
methodology 方法
quantify 量化
facilitate 促進
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