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The Emotionally Intelligent Financial Advisor

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The Emotionally Intelligent Financial Advisor

Kaplan Publishing,

15 min read
10 take-aways
Text available

What's inside?

Financial advisors who understand their clients' emotions – and their own – have an extra tool for making money.

Editorial Rating



  • Applicable


Psychologist Hendrie Weisinger has written an interesting short book that applies the fundamental concepts of emotional intelligence to the work of being a financial advisor, although some of the advice might apply to many other professional roles. The author avoids academic psychobabble, and presents ideas and techniques that financial advisors (and others) can adapt to their everyday work lives. Whether professionals can fundamentally alter their behavior simply by reading a book remains to be seen, but the author tries to put that goal in reach by presenting reasonable, sound ways to apply his advice. His terminology and counsel are engaging, though not novel. How much you learn probably depends on how committed you are to mastering your emotional reactions. Can you remain focused through difficult times? Do you deal well with irate clients? Do you respond productively to criticism? Are your interoffice relationships cordial and fruitful? Can you turn setbacks into comebacks? Do you stay motivated over the long haul? This book can help you answer those questions positively, so getAbstract recommends it highly to those financial advisors who are not already familiar with this level of motivational literature. Most likely, just reading it is a sign of emotional intelligence.


Financial EQ

One morning on your way to work as a financial advisor you hear a news item on the radio that you know will set the equity markets quivering like a bowl of egg custard. Your cell phone is ringing even as you enter the office door. By the time you get your fifth frantic phone call, your clients have begun to convince you that their panic is justified. You feel an anxiety attack coming on. When the sixth caller rings, you don’t even feel like answering.

Confidence shaken, you realize you’re no longer responding productively. What do you do? Congratulations, you have reached the point every financial advisor comes to sooner or later, the moment you know it is not enough to be a shrewd trader well versed in smart investing, the point when rational explanation cannot trump emotional panic. Technical skills, product knowledge and financial acumen are not sufficient. Now events are testing your ability to become an emotionally intelligent financial advisor (EIFA).

EIFAs manage their emotions and bring a positive attitude to their work. As an EIFA, you will stay motivated when times are tough, embody resilience and recover more quickly from setbacks and ...

About the Author

Psychologist Hendrie Weisinger, Ph.D., is a financial institution consultant and a frequently quoted expert on the use of emotional intelligence. He has taught at many business schools, including the University of Pennsylvania’s Wharton School, and is a frequent speaker for the Securities Industry Association and the Wharton-Securities Industry Institute.

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