Hendrie Weisinger, a “financial psychologist,” has published a book for reps looking to get their psyches in order. In his The Emotionally Intelligent Financial Advisor, (Dearborn, 2004) Weisinger emphasizes the importance of “managing emotions by regulating your physiological arousal level.” His advice: “Get to know how your arousal responses work, and how they affect your clients.” Why aren't regulators looking into this?
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