An invaluable resource for wealth managers advising individuals, couples, and families, this book explains why human emotions drive all investor behavior and makes a powerful case for why advisors need to be aware of such emotions in advising clientsespecially in high-stakes situations.
• Outlines a powerful and insightful client management approach that wealth advisors and financial consultants can use to build stronger, more enduring relationships with all types of clients
• Highlights effective strategies that advisors can use to advise their clients, especially in high-stakes situations of market volatility or economic uncertainty
• Enables financial advisors to understand the subtle emotional factors and hidden human psychology that drive all investing and wealth management discussions and decision making
• Provides insights distilled from more than 20 years of experience in wealth management
|Product dimensions:||6.20(w) x 9.40(h) x 1.00(d)|
About the Author
Chris White, CFA, is an experienced wealth management advisor and strategist who has invested on behalf of hundreds of individuals, families, couples and institutions for more than 25 years.
Richard Koonce is an accomplished author, executive coach, and former broadcast journalist based in Philadelphia, PA.
Table of Contents
Foreword Bill Griffeth ix
Part I How Human Psychology and Client Emotions Drive Investor Behavior and Decision-Making 1
Chapter 1 Understanding a Person's Emotional Template 3
Chapter 2 The Psychology of Money and the Emotions of Investing 21
Chapter 3 Introducing a Conversational Model You Can Use with Clients 37
Part II Client Relationship Management 51
Chapter 4 Understanding Your Client's Engagement Style 53
Chapter 5 Heroes Rising: The Different Types of Clients That Emerge in High-Stakes Situations 67
Chapter 6 Advising Clients Who Are Fixers 89
Chapter 7 Advising Clients Who Are Survivors 109
Chapter 8 Advising Clients Who Are Protectors 125
Part III Nurturing Client Relationships for the Long Term 147
Chapter 9 Establishing Credibility and Building Trust with Clients of Any Type 149
Chapter 10 On Stewardship and Servant Leadership 171
Appendix A Thinking, Fast and Slow; The Differences in Two Philosophies of Trading 183
Appendix B Applying Principles of Behavioral Finance to Understanding the Ups and Downs of Stock Prices 187
What People are Saying About This
"Few things are as intimate and poorly understood as the emotions surrounding money. Drawing upon psychology, behavioral economics, and neuro-economics as well as his own experiences advising high net worth clients, Chris White lays out a path both to understanding the emotional factors at play when people confront major financial decisions and working with these influences to best serve the client or, in the case of development, the donor."
"In the process of developing professional relationships with clients, Chris combines his knowledge of intelligent investing with a deep understanding of the human factors that can drive, enhance, and complicate what a client wishes to achieve. He is an attentive listener and creative thinker, skilled at attending to clients' needs on many levels, and helping them to achieve their personal investment goals."
"Our human capacity for emotions plays a crucial (though often not fully understood) role in all the significant decisions in our life. The manner in which money is used in our society and has been used in the lives of the clients we serve has imbued this neutral form of exchange with very strong emotional connections. Therefore in order for a wealth advisor to become a truly ‘trusted advisor,' it is vitally important to understand the client's unique emotional perspectives regarding financial choices. Working with the Emotional Investor provides a valuable resource for a wealth manager desiring to increase expertise in the intriguing field of behavioral finance."
"Working with the Emotional Investor captures a wealth of information about the psychology of clients, markets, and the advising profession. Chris White draws on principles of behavioral finance, client psychology, personality theory, and emotional intelligence to emphasize a clear message: advisors need to truly understand their clients in order to serve them well. For the psychologically-minded advisor looking for a book that resonates, Working with the Emotional Investor is a gem."
"Working with the Emotional Investor provides useful tools to comprehend one's true capacity for risk, and therefore pays the reader a great dividend!"
"Chris White gives us a treasure trove of well-researched advice on wealth owner behavior, advisor bias, and a process for building a strong relationship with our clients. This book allows you to explore in depth some of your intuition about the business and gives you keen insight into how to engage with different personalities in your day-to-day work. An excellent contribution to the field of private wealth for decades to come!"
"Finally, a paradigm shift in investment counseling. An approach that takes investor dynamics into account along with market dynamics. Brilliant!"
"Noted investment advisor David Babson once said, ‘If your investments keep you awake at night, sell them!' That's sound enough advice, but in his book, Working with the Emotional Investor, wealth advisor Chris White takes the conversation far deeper. He explores the reasons why we behave as we do when it comes to investing and how an aware investor and his or her advisors can manage investments better when we understand the emotional basis of our decision-making."
"I have watched Chris in action, expertly leading an endowment committee through the treacherous waters of portfolio management. But not until reading Working with the Emotional Investor did I fully appreciate his profound understanding of the dynamics at play. Chris demonstrates convincingly that in any investment discussion, the numbers are important but managing the underlying emotions associated with investment decisions is essential as well. A critical read for wealth advisors everywhere!"
"When managing other people's money, constructing appropriate client portfolios is but one essential part of the advisory relationship. Building a strong psychological bond with the client is perhaps a more important factor in the advisor/client equation. In Working with the Emotional Investor Chris White illuminates the biases that investors often bring to the wealth management process and outlines powerful strategies that advisors can use to align investment goals with a client's unique personality, priorities, temperament, and risk-tolerance."
"Most successful investors have a contrarian streak. They buy when others are selling or, as Baron Rothschild put it, ‘when there's blood in the streets.' But, for the vast majority of investorsthe frightened herdwaiting for the proverbial ‘marching band,' embracing the status quo, or even selling out serves as an emotional refuge. In Working with the Emotional Investor, seasoned wealth counselor Chris White offers his fellow wealth advisors essential advice on how to deal effectively with either type of client and with everybody in-between! Indeed, he provides a critical roadmap to help advisors deal with investors who are influenced by a wide variety of conscious and unconscious emotions."