類別:商業理財/金融.
 (版權窗口 繁體: Mengying  簡體: Mengying  )
Working with the Emotional Investor: Financial Psychology for Wealth Managers
客戶都用感性在投資?大師教你讀金融心理學
版本: 精裝212頁  2016 年 8 月 8 日  Praeger出版
相關連結:
內容介紹

財富管理相關人員必讀!身為消費者的你,可能連你也不知道自己的投資盲點在哪裡。經手無數家庭、企業規劃財富的資深財富管理顧問克里斯‧懷特(Chris White)、企業高層教練理查德‧昆斯(Richard Koonce),從豐富的客戶關係維護的經驗中,教你如何善用人類的盲點,借力使力,創造投資契機。

書中將闡釋人類孩童時期所接收的愛、快樂、失落難過及家庭經驗,是如何在成人的投資行為中發揮關鍵的影響;對客戶的心理狀態需要保持高度覺察,找出其面對投資風險的應對方式,是財顧提供諮詢及決策的重要步驟;是什麼促使消費者在面對市場高風險的情況下會突然「轉性」?如何在複雜的客戶關係中,用好奇心、同理心,找出投資盲點並傾聽客戶的心。

本書不僅是一本財富管理大師的見解寶典,裏頭也包含:

l   如何與客戶維持高度緊密的超強秘笈!

l   市場波動怎麼給決策?市場再變動,也能為客戶穩當開路的重點收錄!

l   推動客戶決策的不是理性,是「情感」,如何讀懂客戶的心?

儘管財富顧問常透過不同的工具為客戶預測未來投資回報,例如演算公式、金融模型、經濟理論等等。一切看似合理,但沒想到人類的情感卻能凌駕一切計算,還是從童年的成長經驗堆疊起來。身為財富管理顧問想為客戶締造契機,或是身為投資者想摸清市場,都得先突破自己身為人類的情感盲點!

作者介紹

克里斯‧懷特(Chris White),資深財富管理顧問,為CFA協會特許金融分析師協會一員。協助過無數投資人、機構超過25年。透過與無數客戶對談、交涉的經驗,其對客戶財富管理的心理有深刻的了解,並深入探討人類的情感、生活經歷和家庭背景,如何影響投資的決策。克里斯(Chris)經常接受媒體訪問,談論關於財富管理和投資規劃的主題。並且定期於各地與財富管理相關企業以及機構進行講座。

理查德‧昆斯(Richard Koonce),國際教練聯盟(ICF)認證之專業級認證教練,專作高階主管、總裁、接班人之輔導訓練。曾與美國、歐洲、非洲和亞洲企業合作,進行企業經營層訓練,橫跨不同產業,包含非營利組織、政府組織在內都是其合作對象。致力於協助企業高層進行領導革新,透過適性的調整式指導,強化其領導力與溝通力。

書評

"Finally, a paradigm shift in investment counseling. An approach that takes investor dynamics into account along with market dynamics. Brilliant!" (David Kantor, PhD, Psychologist, Author of Reading the Room, and Former Professor, Harvard Medical School)

 

"Most successful investors have a contrarian streak. They buy when others are selling or, as Baron Rothschild put it, ‘when there's blood in the streets.' But, for the vast majority of investors―the frightened herd―waiting for the proverbial ‘marching band,' embracing the status quo, or even selling out serves as an emotional refuge. In Working with the Emotional Investor, seasoned wealth counselor Chris White offers his fellow wealth advisors essential advice on how to deal effectively with either type of client and with everybody in-between! Indeed, he provides a critical roadmap to help advisors deal with investors who are influenced by a wide variety of conscious and unconscious emotions." (Arnold S. Wood, Cochair, Investments, Martingale Asset Management)

 

"Chris White gives us a treasure trove of well-researched advice on wealth owner behavior, advisor bias, and a process for building a strong relationship with our clients. This book allows you to explore in depth some of your intuition about the business and gives you keen insight into how to engage with different personalities in your day-to-day work. An excellent contribution to the field of private wealth for decades to come!" (Sara Hamilton, Founder and CEO, Family Office Exchange)

 

"Our human capacity for emotions plays a crucial (though often not fully understood) role in all the significant decisions in our life. The manner in which money is used in our society and has been used in the lives of the clients we serve has imbued this neutral form of exchange with very strong emotional connections. Therefore in order for a wealth advisor to become a truly ‘trusted advisor,' it is vitally important to understand the client's unique emotional perspectives regarding financial choices. Working with the Emotional Investor provides a valuable resource for a wealth manager desiring to increase expertise in the intriguing field of behavioral finance." (Lee Hausner, PhD, Senior Vice President, Family Enterprise)

 

"I have watched Chris in action, expertly leading an endowment committee through the treacherous waters of portfolio management. But not until reading Working with the Emotional Investor did I fully appreciate his profound understanding of the dynamics at play. Chris demonstrates convincingly that in any investment discussion, the numbers are important but managing the underlying emotions associated with investment decisions is essential as well. A critical read for wealth advisors everywhere!" (Eric Schultz, Former Chairman of the Board of Trustees, New England Historic Genealogical Society)

 

"Few things are as intimate and poorly understood as the emotions surrounding money. Drawing upon psychology, behavioral economics, and neuro-economics as well as his own experiences advising high net worth clients, Chris White lays out a path both to understanding the emotional factors at play when people confront major financial decisions and working with these influences to best serve the client or, in the case of development, the donor." (Steve Rum, Vice President for Development & Alumni Relations, Fund for Johns Hopkins Medicine)

 

"Working with the Emotional Investor captures a wealth of information about the psychology of clients, markets, and the advising profession. Chris White draws on principles of behavioral finance, client psychology, personality theory, and emotional intelligence to emphasize a clear message: advisors need to truly understand their clients in order to serve them well. For the psychologically-minded advisor looking for a book that resonates, Working with the Emotional Investor is a gem." (James Grubman, PhD, FamilyWealth Consulting)

 

"When managing other people's money, constructing appropriate client portfolios is but one essential part of the advisory relationship. Building a strong psychological bond with the client is perhaps a more important factor in the advisor/client equation. In Working with the Emotional Investor Chris White illuminates the biases that investors often bring to the wealth management process and outlines powerful strategies that advisors can use to align investment goals with a client's unique personality, priorities, temperament, and risk-tolerance." (James L. Joslin, CFP, Chairman and CEO, TFC Financial Management)

 

"In the process of developing professional relationships with clients, Chris combines his knowledge of intelligent investing with a deep understanding of the human factors that can drive, enhance, and complicate what a client wishes to achieve. He is an attentive listener and creative thinker, skilled at attending to clients' needs on many levels, and helping them to achieve their personal investment goals." (Mary Hope Dean, Licensed clinical social worker and client)

 

"Noted investment advisor David Babson once said, ‘If your investments keep you awake at night, sell them!' That's sound enough advice, but in his book, Working with the Emotional Investor, wealth advisor Chris White takes the conversation far deeper. He explores the reasons why we behave as we do when it comes to investing and how an aware investor and his or her advisors can manage investments better when we understand the emotional basis of our decision-making." (William M. Crozier, Jr., Retired Chairman and President, BayBanks, Inc.)

 

"Working with the Emotional Investor provides useful tools to comprehend one's true capacity for risk, and therefore pays the reader a great dividend!" (George W. Tall, IV, President, Burl Capital LLC)