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.

• Foreword by Bill GriffethPrefaceAcknowledgmentsIntroductionPart I How Human Psychology and Client Emotions Drive Investor Behavior and Decision-MakingChapter One Understanding a Person's Emotional TemplateChapter Two The Psychology of Money and the Emotions of InvestingChapter Three Introducing a Conversational Model You Can Use with ClientsPart II Client Relationship ManagementChapter Four Understanding Your Client's Engagement StyleChapter Five Heroes Rising: The Different Types of Clients That Emerge in High-Stakes SituationsChapter Six Advising Clients Who Are FixersChapter Seven Advising Clients Who Are SurvivorsChapter Eight Advising Clients Who Are ProtectorsPart III Nurturing Client Relationships for the Long TermChapter Nine Establishing Credibility and Building Trust with Clients of Any TypeChapter Ten On Stewardship and Servant LeadershipEpilogueAppendix A: Thinking, Fast and Slow: The Differences in Two Philosophies of TradingAppendix B: Applying Principles of Behavioral Finance to Understanding the Ups and Downs of Stock PricesNotesBibliographyIndex

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.

• Foreword by Bill GriffethPrefaceAcknowledgmentsIntroductionPart I How Human Psychology and Client Emotions Drive Investor Behavior and Decision-MakingChapter One Understanding a Person's Emotional TemplateChapter Two The Psychology of Money and the Emotions of InvestingChapter Three Introducing a Conversational Model You Can Use with ClientsPart II Client Relationship ManagementChapter Four Understanding Your Client's Engagement StyleChapter Five Heroes Rising: The Different Types of Clients That Emerge in High-Stakes SituationsChapter Six Advising Clients Who Are FixersChapter Seven Advising Clients Who Are SurvivorsChapter Eight Advising Clients Who Are ProtectorsPart III Nurturing Client Relationships for the Long TermChapter Nine Establishing Credibility and Building Trust with Clients of Any TypeChapter Ten On Stewardship and Servant LeadershipEpilogueAppendix A: Thinking, Fast and Slow: The Differences in Two Philosophies of TradingAppendix B: Applying Principles of Behavioral Finance to Understanding the Ups and Downs of Stock PricesNotesBibliographyIndex