When I signed my publishing deal with Praeger, I decided to look into the other works they had recently published. I was delighted to see Chris White’s book, Working with The Emotional Investor: Financial Psychology for Wealth Managers. Finally, an industry book has been published that addresses the human side of finance. I knew I liked my editor at Praeger, but knowing my book, Breaking Money Silence, would be part of a suite of books like White’s book sealed the deal.
Here are the top 3 reasons I think you should read this book:
- The author is the real deal. White has an impressive resume and practices what he preaches in this book. Having worked as a wealth manager for twenty-five years, he has had time to try the strategies out and see what works. White knows that clients aren’t always rational and the key to a good working relationship is really understanding their money psychology as well as your own.
- Client emotional templates are identified. Working with clients is never cut and dry, but White offers emotional templates for three types of clients that help guide your thinking about how to connect and foster trust. This information provides a solid foundation for you to use as you start a new relationship with a client. It also may help you figure out next steps when working with clients who historically have been challenging.
- Self-awareness is the key. I strongly believe that as an industry, self-awareness and understanding your own psychology is vital to successfully work with clients.(Click to Tweet) White is brave enough to reveal his personal insights and how they have helped them connect with and help clients with their financial goals and dreams.
Overall, this book was full of useful tips backed by well-researched theories. Working with the Emotional Investor is easy to read and very applicable to financial advisors, wealth managers, and private wealth consultants. Check it out and then book White for your next conference as I have a feeling you won’t be sorry.
What do you think is the key to working with an emotional investor?