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Index
Cover
In Praise of Working with the Emotional Investor
Title Page
Copyright
Disclaimer
Contents
Foreword by Bill Griffeth
Preface
Acknowledgments
Introduction
Part I: How Human Psychology and Client Emotions Drive Investor Behavior and Decision-Making
Chapter One. Understanding a Person’s Emotional Template
Chapter Two. The Psychology of Money and the Emotions of Investing
Chapter Three. Introducing a Conversational Model You Can Use with Clients
Part II: Client Relationship Management
Chapter Four. Understanding Your Client’s Engagement Style
Chapter Five. Heroes Rising: The Different Types of Clients That Emerge in High-Stakes Situations
Chapter Six. Advising Clients Who Are Fixers
Chapter Seven. Advising Clients Who Are Survivors
Chapter Eight. Advising Clients Who Are Protectors
Part III: Nurturing Client Relationships for the Long Term
Chapter Nine. Establishing Credibility and Building Trust with Clients of Any Type
Chapter Ten. On Stewardship and Servant Leadership
Epilogue
Appendix A: Thinking, Fast and Slow: The Differences in Two Philosophies of Trading
Appendix B: Applying Principles of Behavioral Finance to Understanding the Ups and Downs of Stock Prices
Notes
Bibliography
Index
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