The Heart of Finance

‘The authors bring a stellar combination of world-­renowned experience in marrying two fields – financial planning and emotional intelligence – that creates an abundance of practical, science-based information that will greatly benefit wealth managers and their clients. The world is now realising that incorporating knowledge and skills related to emotion and emotional intelligence makes a powerful and vital difference to a professional’s performance and results in high-stakes contexts. This book has captured and outlined how emotions need to be understood, respected and regulated, not ignored and suppressed. The Heart of Finance will help frontline financial advisers to read, understand and influence the emotions of their clients to build rapport and trust throughout the client journey towards win-win investment decisions. The book also offers practical tips and techniques that will help advisers recognise and manage their own emotions and wellbeing when things get tough. I highly recommend this book to anyone working in consultative, advisory or sales roles.’ — David Matsumoto PhD, Professor, San Francisco State University, and President, Humintell LLC ‘The Heart of Finance is a highly relevant book for financial planners, particularly in today’s world, where increasing value is placed on our client relationships. James and Cliff demonstrate the growing importance of emotional intelligence alongside good technical skills and provide real-life examples and case studies. Whether you are new to the advice profession or have worked in it for many years, this book will teach you something.’ — Carla Brown CFP, FPFS, TEP, Founder, Oakmere Wealth Management, and President, The Personal Finance Society ‘This book does what it says on the tin: it gets to the heart of the role of a financial planner, using the science of emotional intelligence to offer practical suggestions in a financial planning context. For years, we’ve focused on building expert knowledge, which is of course important; this book offers human connection as an equal partner in the planner's skill set. That’s hugely important for client outcomes and inspiring the next generation of world-class financial planners.’ — Helen Longland, Financial Services Learning and Development Director