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?
The unprecedented seems to happen all too frequently in financial markets. Is there something wrong with the way financial advisors build their clients' portfolios? "Post" Modern Portfolio Theory says yes, and it's gaining currency...
Cultivating the Middle Class Millionaire
Based on extensive research with with more the 1,400 middle-class millionaires and more then 500 high-end advisors, Prince & Geracioti provide a detailed set of strategies and tactics to build a extremely successful advisory practice. Proven approaches to sourcing and converting prospects into loyal clients are meticulously explained. Also included are exercises to enable readers to more effective master the various strategies and tactics...
