{"product_id":"psychology-of-financial-planning-9781119983729","title":"Psychology of Financial Planning","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003e\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003e\u003cp\u003eAbout the Authors xv\u003c\/p\u003e \u003cp\u003eIntroduction xix\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart I The Psychology of Money 1\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 1 Financial Instincts: Why We Are Bad With Money 3\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Survival Instincts of Our Ancestors 3\u003c\/p\u003e \u003cp\u003eSharing Is Caring ... and Surviving? 5\u003c\/p\u003e \u003cp\u003eThe Anti- Saving Instinct 6\u003c\/p\u003e \u003cp\u003eI Want It Now! 7\u003c\/p\u003e \u003cp\u003eHerd Instinct 8\u003c\/p\u003e \u003cp\u003eWhat’s Your Financial Comfort Zone? 9\u003c\/p\u003e \u003cp\u003eFear of Missing Out (FOMO) 12\u003c\/p\u003e \u003cp\u003eSocial Status and Relative Deprivation 13\u003c\/p\u003e \u003cp\u003eTwo Systems 14\u003c\/p\u003e \u003cp\u003eUnderstanding Financial Instincts 15\u003c\/p\u003e \u003cp\u003eKey Concepts 16\u003c\/p\u003e \u003cp\u003eCFP Board Learning Objectives Covered in This Chapter 16\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 2 Behavioral Finance: Understanding Cognitive Biases and Heuristics and What to Do About Them 17\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eWhat Are Cognitive Biases and Heuristics? 18\u003c\/p\u003e \u003cp\u003eThe Role of the Financial Planner 34\u003c\/p\u003e \u003cp\u003eEliminate the Friction 35\u003c\/p\u003e \u003cp\u003eTechniques for Overcoming Biases 36\u003c\/p\u003e \u003cp\u003eKey Points 37\u003c\/p\u003e \u003cp\u003eCFP Board Learning Objectives Covered in This Chapter 37\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 3 The Environment 39\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eEnvironment: Culture, Generation, Class, and Community 40\u003c\/p\u003e \u003cp\u003eWhat’s Next 44\u003c\/p\u003e \u003cp\u003eKey Concepts 44\u003c\/p\u003e \u003cp\u003eCFP Board Learning Objectives Covered in This Chapter 44\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart II Understanding a Client’s Financial Psychology 47\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 4 Financial Flashpoints: Exploring a Client’s Financial Background 49\u003c\/p\u003e \u003cp\u003eFinancial Flashpoints 51\u003c\/p\u003e \u003cp\u003eKey Points 60\u003c\/p\u003e \u003cp\u003eCFP Board Learning Objectives Covered in This Chapter 60\u003c\/p\u003e \u003cp\u003eChapter 5 Money Beliefs 61\u003c\/p\u003e \u003cp\u003eMoney Scripts 62\u003c\/p\u003e \u003cp\u003eThe Role of the Financial Planner 67\u003c\/p\u003e \u003cp\u003eKey Points 69\u003c\/p\u003e \u003cp\u003eCFP Board Learning Objectives Covered in This Chapter 69\u003c\/p\u003e \u003cp\u003eChapter 6 Financial Behaviors and Outcomes 71\u003c\/p\u003e \u003cp\u003eOverspending and Undersaving 72\u003c\/p\u003e \u003cp\u003eFinancial Denial 72\u003c\/p\u003e \u003cp\u003eFinancial Paralysis 73\u003c\/p\u003e \u003cp\u003eFinancial Infidelity 73\u003c\/p\u003e \u003cp\u003eFinancial Enmeshment 74\u003c\/p\u003e \u003cp\u003eFinancial Enabling 74\u003c\/p\u003e \u003cp\u003eFinancial Dependence 77\u003c\/p\u003e \u003cp\u003eMoney Disorders 78\u003c\/p\u003e \u003cp\u003eThe Role of the Financial Planner 80\u003c\/p\u003e \u003cp\u003eKey Points 81\u003c\/p\u003e \u003cp\u003eCFP Board Learning Objectives Covered in This Chapter 81\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart III Principles of Counseling, Psychology, and Communication 83\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 7 Sources of Money Conflict 85\u003c\/p\u003e \u003cp\u003eConflict with Oneself 86\u003c\/p\u003e \u003cp\u003eConflict with Spouse or Partner 88\u003c\/p\u003e \u003cp\u003eConflict with Family 92\u003c\/p\u003e \u003cp\u003eConflict with Others 95\u003c\/p\u003e \u003cp\u003eKey Points 97\u003c\/p\u003e \u003cp\u003eCFP Board Learning Objectives Covered in This Chapter 97\u003c\/p\u003e \u003cp\u003eChapter 8 The Principles of Effective Communication 99\u003c\/p\u003e \u003cp\u003eBeing Present 99\u003c\/p\u003e \u003cp\u003eCommunication Skills to Establish Rapport 100\u003c\/p\u003e \u003cp\u003eEffective Communication Techniques in Practice 108\u003c\/p\u003e \u003cp\u003eKey Points 112\u003c\/p\u003e \u003cp\u003eCFP Board Learning Objectives Covered in This Chapter 112\u003c\/p\u003e \u003cp\u003eChapter 9 Solution-Focused Techniques in Financial Planning 113\u003c\/p\u003e \u003cp\u003eThe Client Has the Power 114\u003c\/p\u003e \u003cp\u003eFinancial Self- Efficacy 114\u003c\/p\u003e \u003cp\u003eA Focus on Solutions, Not Problems 115\u003c\/p\u003e \u003cp\u003eSolution-Focused Techniques for the Financial Planner 116\u003c\/p\u003e \u003cp\u003eLead with Curiosity 119\u003c\/p\u003e \u003cp\u003eKey Points 120\u003c\/p\u003e \u003cp\u003eCFP Board Learning Objectives Covered in This Chapter 120\u003c\/p\u003e \u003cp\u003eChapter 10 Cognitive Behavioral Approaches in Financial Planning 121\u003c\/p\u003e \u003cp\u003eThe Cognitive Model in Practice 123\u003c\/p\u003e \u003cp\u003eCognitive Behavioral Techniques for Financial Planners 124\u003c\/p\u003e \u003cp\u003eKey Points 129\u003c\/p\u003e \u003cp\u003eCFP Board Learning Objectives Covered in This Chapter 130\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 11 Positive Psychology in Financial Planning 131\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eAn Infusion of Optimism 131\u003c\/p\u003e \u003cp\u003eThe Three Levels of Positive Psychology 133\u003c\/p\u003e \u003cp\u003eThe Role of the Financial Planner 135\u003c\/p\u003e \u003cp\u003eKey Points 137\u003c\/p\u003e \u003cp\u003eCFP Board Learning Objectives Covered in This Chapter 137\u003c\/p\u003e \u003cp\u003eChapter 12 Working with Couples and Families: A Systems Perspective 139\u003c\/p\u003e \u003cp\u003eThe Self- Aware Financial Planner 139\u003c\/p\u003e \u003cp\u003eMaintaining Neutrality 140\u003c\/p\u003e \u003cp\u003eTransference versus Countertransference 141\u003c\/p\u003e \u003cp\u003eCouple Conflict 142\u003c\/p\u003e \u003cp\u003eFinancial Infidelity 142\u003c\/p\u003e \u003cp\u003eFinancial Abuse 143\u003c\/p\u003e \u003cp\u003eStrategies for Helping Couples Resolve Financial Conflicts 144\u003c\/p\u003e \u003cp\u003eTools for Resolving Conflict in Couples and Families 145\u003c\/p\u003e \u003cp\u003eSeparate or Combined Finances 147\u003c\/p\u003e \u003cp\u003eScenario Planning 148\u003c\/p\u003e \u003cp\u003eMonitoring 148\u003c\/p\u003e \u003cp\u003eKey Points 148\u003c\/p\u003e \u003cp\u003eCFP Board Learning Objectives Covered in This Chapter 149\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart IV Client and Planner Attitudes, Values, and Biases 151\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 13 Multicultural Competence in Financial Planning: Understanding Your Client’s Cultural Identity 153\u003c\/p\u003e \u003cp\u003eThe Multiculturally Competent Financial Planner 154\u003c\/p\u003e \u003cp\u003eSelf- Awareness Around Majority and Minority Status 155\u003c\/p\u003e \u003cp\u003eRecognizing Majority Group Privilege and Minority Group Disadvantage 156\u003c\/p\u003e \u003cp\u003eCultural Humility 157\u003c\/p\u003e \u003cp\u003eTen Areas of Culture and Majority\/Minority Status That Impact Financial Planning 158\u003c\/p\u003e \u003cp\u003eKey Points 164\u003c\/p\u003e \u003cp\u003eCFP Board Learning Objectives Covered in This Chapter 165\u003c\/p\u003e \u003cp\u003eChapter 14 Financial Risk Tolerance 167\u003c\/p\u003e \u003cp\u003eRisk Tolerance 167\u003c\/p\u003e \u003cp\u003eEmotions, FOMO, and Risk Tolerance 170\u003c\/p\u003e \u003cp\u003eDevelopment, History, and Family 171\u003c\/p\u003e \u003cp\u003eLoss Aversion 171\u003c\/p\u003e \u003cp\u003eAssessing a Client’s Risk Tolerance 172\u003c\/p\u003e \u003cp\u003eKey Points 174\u003c\/p\u003e \u003cp\u003eCFP Board Learning Objectives Covered in This Chapter 175\u003c\/p\u003e \u003cp\u003eChapter 15 Client-Preferred Learning Styles: Getting and Keeping Your Client’s Attention 177\u003c\/p\u003e \u003cp\u003eWhat Is a Preferred Learning Style? 178\u003c\/p\u003e \u003cp\u003eA Multifaceted Approach 182\u003c\/p\u003e \u003cp\u003eTalk Less; Listen More 183\u003c\/p\u003e \u003cp\u003eKey Points 183\u003c\/p\u003e \u003cp\u003eCFP Board Learning Objectives Covered in This Chapter 183\u003c\/p\u003e \u003cp\u003eChapter 16 Client Values and Goals 185\u003c\/p\u003e \u003cp\u003eMaslow’s Hierarchy of Needs 185\u003c\/p\u003e \u003cp\u003eThree Universal Human Needs: Self-Determination Theory 186\u003c\/p\u003e \u003cp\u003eMaking Sense of Client Needs in Financial Planning 187\u003c\/p\u003e \u003cp\u003eHuman Needs and Self-Destructive Financial Behaviors 188\u003c\/p\u003e \u003cp\u003eResponding Without Judgment 189\u003c\/p\u003e \u003cp\u003eDoes Your Client Believe That They Have the Ability to Reach Their Goals? 189\u003c\/p\u003e \u003cp\u003eFinancial Self-Efficacy 191\u003c\/p\u003e \u003cp\u003eThe Advisor and Client Financial Self-Efficacy 192\u003c\/p\u003e \u003cp\u003eNine Things Every Financial Planner Should Know About Goals 192\u003c\/p\u003e \u003cp\u003eKey Points 194\u003c\/p\u003e \u003cp\u003eCFP Board Learning Objectives Covered in This Chapter 194\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart V Integrating Financial Psychology into Financial Planning 195\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 17 Getting the Client to Take Action: Motivational Interviewing in Financial Planning 197\u003c\/p\u003e \u003cp\u003eThe Change Process 198\u003c\/p\u003e \u003cp\u003eEncountering Resistance to Change 204\u003c\/p\u003e \u003cp\u003eConversational Pitfalls to Avoid with Clients Who Are Not Ready to Change 205\u003c\/p\u003e \u003cp\u003eNine Evidence-Based Techniques for Overcoming Client Resistance to Financial Advice 207\u003c\/p\u003e \u003cp\u003eTaking “No” for an Answer 212\u003c\/p\u003e \u003cp\u003eKey Points 212\u003c\/p\u003e \u003cp\u003eCFP Board Learning Objectives Covered in This Chapter 213\u003c\/p\u003e \u003cp\u003eChapter 18 Helping a Client in Crisis 215\u003c\/p\u003e \u003cp\u003eCrisis Events with Severe Consequences 215\u003c\/p\u003e \u003cp\u003eThe Importance of the Client–Planner Relationship 217\u003c\/p\u003e \u003cp\u003eThe Financial Planner’s Role in Helping a Client Navigate Crisis 217\u003c\/p\u003e \u003cp\u003eSix Steps for a Financial Planning Crisis Event 218\u003c\/p\u003e \u003cp\u003eBefore a Crisis 221\u003c\/p\u003e \u003cp\u003eAfter a Crisis 222\u003c\/p\u003e \u003cp\u003eKey Points 224\u003c\/p\u003e \u003cp\u003eCFP Board Learning Objectives Covered in This Chapter 224\u003c\/p\u003e \u003cp\u003eChapter 19 Assessment in Financial Planning 225\u003c\/p\u003e \u003cp\u003eObservations 226\u003c\/p\u003e \u003cp\u003eInterviews 227\u003c\/p\u003e \u003cp\u003eKey Points 230\u003c\/p\u003e \u003cp\u003eCFP Board Learning Objectives Covered in This Chapter 230\u003c\/p\u003e \u003cp\u003eChapter 20 The Role of the Financial Planner: Ethical Considerations in the Psychology of Financial Planning 231\u003c\/p\u003e \u003cp\u003eA Financial Planner Is Not a Mental Health Provider 232\u003c\/p\u003e \u003cp\u003eContents xiii\u003c\/p\u003e \u003cp\u003eWhen and How to Refer 233\u003c\/p\u003e \u003cp\u003eEthical Considerations 234\u003c\/p\u003e \u003cp\u003eThe New Financial Planner 235\u003c\/p\u003e \u003cp\u003eKey Points 237\u003c\/p\u003e \u003cp\u003eReferences 239\u003c\/p\u003e \u003cp\u003eIndex 255\u003c\/p\u003e","brand":"John Wiley \u0026 Sons Inc","offers":[{"title":"Default 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