Index

  • A
  • Able‐bodiedness, 156–157, 159
  • Abuse, financial, 90–92, 94–95, 143–144
  • Accomplishment, in PERMA model, 135
  • Acculturation, 163
  • Action, getting client to take, see Motivational interviewing
  • Active listening, 100, 145–146
  • ADDRESSING model, 158–164
  • Administer (KMSI‐R assessment), 67
  • Adult Protective Services (APS), 95
  • Affinity bias, 20–21
  • Age, client's, 158–159, 170
  • Age Discrimination Act of 1975, 159
  • Agreements, 146–148, 210–211
  • Ambivalence, money, 87
  • American Automobile Association, 29
  • American Psychological Association, 57, 127, 234
  • Amplified reflection, 208–209
  • Analyze (KMSI‐R assessment), 67–68
  • Ancestral flashpoints, 49–50, 55–56
  • Anchoring heuristic, 19–20
  • Ansari, A., 157
  • Anti‐saving instincts, 6–7
  • Apathy mindset, 54
  • Appetite, risk, 170
  • Archuleta, Kristy, 114, 116
  • Arguments, 206, 211–212
  • Asebedo, Sarah, 132, 136
  • Assessments, 225–230
    • CFP Board Learning Objectives on, 230
    • of client's risk tolerance, 172–174
    • interviews in, 227–229
    • KMSI‐R, 67–68
    • observations in, 226–227
  • Assimilation, 163
  • Attachment, emotional, 24–25
  • Attention, listening with focused, 110
  • Attitudes, see Motivations, attitudes, and preferences of client
  • Auditory learning styles, 179–180
  • Automatic thoughts, 122–124
  • Automation, of contributions, 35, 193
  • Autonomy, 73, 187
  • Availability bias, 21
  • Avoidance, money, 63–64, 87, 128
  • B
  • Background, client's, see Environment, client's
  • Bandwagon effect, 21–22
  • Beck, Aaron, 125
  • Behavioral finance, 17, 18. See also Biases and heuristics
  • Behavioral finance (H.66), 16, 37, 60, 69, 81, 194, 230
  • Behaviors and outcomes, 71–81
    • addressing client's, 127
    • in CBT cognitive model, 123, 124
    • CFP Board Learning Objectives on, 81
    • financial denial, 72–73
    • financial dependence, 77–78
    • financial enabling, 74–77
    • financial enmeshment, 74
    • financial infidelity, 73–74
    • financial paralysis, 73
    • and financial planner's role, 80–81
    • money disorders, 78–80
    • overspending/undersaving, 72
    • self‐destructive financial, 188–189
  • The Behavior Gap (Richards), 172
  • Beliefs. See also Money beliefs
    • replacement, 126–127
    • self‐limiting, 125–126
  • Benefits, costs outweighing, 33–34
  • Biases and heuristics, 17–37
    • affinity bias, 20–21
    • anchoring heuristic, 19–20
    • availability bias, 21
    • bandwagon effect, 21–22
    • CFP Board Learning Objectives on, 37
    • cognitive dissonance, 23–24
    • confirmation bias, 22–23
    • defined, 18–19
    • disposition effect, 24
    • endowment effect, 24–25
    • errors in, 226–227
    • familiarity bias, 25–26
    • and financial planner's role, 34
    • flat rate bias, 26
    • gambler's fallacy, 26–27
    • law of small numbers bias, 27
    • loss aversion, 27–28
    • mental accounting, 28–29
    • overconfidence, 29
    • persuasion bias, 30
    • recency effect, 30–31
    • reducing, 35–36
    • regret aversion, 31
    • representativeness heuristic, 31
    • salience bias, 32
    • status quo bias, 32–33
    • sunk‐cost fallacy, 33–34
    • techniques for overcoming, 36–37
  • Board of Standards, 234
  • Body language, resistant, 207
  • Boundaries, 140, 232
  • Business partners, conflict with, 95–97
  • C
  • Capacity, risk, 170
  • Categorizing money, 28–29, 193, 222
  • Central tendency error, 227
  • CFP Board Learning Objectives:
    • Behavioral finance (H.66), 16, 37, 60, 69, 81, 194, 230
    • Client and planner attitudes, values, biases (H.65), 44–45, 165, 175, 183, 230
    • Crisis events with severe consequences (H.70), 224
    • General principles of effective communication (H.69), 112
    • Principles of counseling (H.68), 120, 130, 137, 149, 213
    • Sources of money conflict (H.67), 97, 149
  • Change:
    • assuming clients wants to, 114
    • discussing past attempts to, 116–117
    • loss aversion impacting, 172
    • motivational interviewing for, 204–205
    • recognizing and affirming, 116
    • stages of, 198–204
  • Check‐ins with clients, 148, 179
  • Children:
    • financial dependence of, 78
    • financial enabling of, 74–77
    • financial enmeshment with, 74
  • Choosing sides, 140–141
  • Clarify (KMSI‐R assessment), 68
  • Client and planner attitudes, values, biases (H.65), 44–45, 165, 175, 183, 230
  • Client–planner relationships, 217
  • Client‐preferred learning styles, 177–184
    • about, 178
    • auditory, 179–180
    • CFP Board Learning Objectives on, 183–184
    • kinesthetic, 181–182
    • listening to client and, 183
    • logical, 181
    • multifaceted approach to, 182
    • reading/writing, 180–181
    • visual, 178–179
  • Closed‐ended questions, 103–105
  • Coaches, financial planners as, 235–236
  • Code of Ethics and Professional Responsibility for the Certified Financial Planner (Board of Standards), 234
  • Cognitive adaptation, 223
  • Cognitive behavioral approach, 121–130
    • addressing client's behaviors in, 127
    • addressing client's thoughts in, 125
    • CFP Board Learning Objectives on, 130
    • cognitive restructuring in, 125–127
    • facing one's fears in, 127–128
    • for financial planners, 124
    • in practice, 123–124
    • role‐playing in, 129
    • Socratic questioning in, 124–125
  • Cognitive dissonance, 23–24
  • Cognitive distortions, 122–123
  • Cognitive flooding, 128
  • Cognitive restructuring, 125–127
  • Collectivism, 161
  • Combined finances, 147–148
  • Comfort zone, financial, 9–12
  • Communication, 99–112
    • about crisis events, 219
    • with all parties, 140–141
    • being present for effective, 99–100
    • building skills related to, 129
    • between business partners, 95
    • CFP Board Learning Objectives on, 112
    • emotional responses in, 123
    • to establish rapport, 100–108
    • excellent, 235
    • and nonjudgmental conversations, 128
    • nonviolent, 107–108
    • and open dialogue, 34
    • pitfalls to avoid in, 205–207
    • in practice, 108–112
  • Community, 43–44
  • Competence, 186–187
  • Complex reflection, 208
  • Compliments, 119
  • Composure, risk, 169
  • Compromises, money, 146–147
  • Compulsive buying disorder, 80
  • Confirmation bias, 22–23
  • Conflict, see Money conflict
  • Congruency of goals, 191
  • Connection, need for, 187
  • Construct identification, 229
  • Consumer debt, 72
  • Consumer Financial Protection Bureau, 95
  • Contemplation stage (change process), 200–201
  • Contrast effect, 226
  • Contributions, automatic, 35, 193
  • Control:
    • external locus of, 52
    • financial abuse and, 92
    • financial mastery and, 223
    • illusion of, 29–30
  • Corruption, perceptions about, 6–7
  • Costs, benefits and, 33–34
  • Countertransference, 14–142
  • Couples, see Systems perspective for couples and families
  • Couple‐specific agreements, 147
  • COVID‐19 pandemic, 59
  • Crab‐barrel effect, 10–11
  • Credit card debt, 28, 72
  • Crisis events, client, 215–224
    • CFP Board Learning Objectives on, 224
    • CISD process for, 218–221
    • client–planner relationships during, 217
    • financial planner's role during, 217–218
    • functioning after, 222–223
    • preparation for, 221–222
    • with severe consequences, 215–216
    • as threat to well‐being, 59
  • Crisis events with severe consequences (H.70), 224
  • Critical Incident Stress Debriefing (CISD) process, 218–221
  • Cryptocurrency traders, 12, 30
  • Cultural events, as flashpoints, 58–60
  • Cultural humility, 157
  • Cultural identity, 155
  • Culture, 5, 41
  • D
  • Day trading, 79
  • Death, 54–55
  • Debt:
    • consumer, 72
    • credit card, 28, 72
    • limits for, 147
    • revolving credit, 66, 75
  • Deficiency needs, 186
  • Denial, financial, 72–73, 128
  • Dependence, financial, 77–78, 93–94
  • Dependent personality disorder, 77–78
  • Deprivation, relative, 13–14
  • Diagnostic Manual of Mental Disorders (DSM‐5), 77–80
  • Disabilities, clients with, 159
  • Disclosure, expanding client's, 111
  • Disposition effect, 24
  • Divorce, 54–55, 142
  • Domestic violence, 78, 91–92, 143–144
  • Double‐sided reflection, 209
  • E
  • Economic events:
    • financial flashpoints from, 58–59
    • risk tolerance and, 171
  • Effect, halo, 226
  • Elder financial abuse, 94–95
  • Ellis, Albert, 125
  • Emotions:
    • about past crisis events, 218
    • asking client about, 220
    • CBT to understand, 123, 124
    • positive, 134
    • and risk tolerance, 170–171
  • Emotional attachment, 24–25
  • Empathy, 107, 142
  • Employer–employee money conflicts, 96
  • Endowment effect, 24–25
  • Energy, 32–33, 111
  • Engagement, 134
  • Enmeshment, financial, 74, 94
  • Enthusiasm, 12
  • Environment, client's, 39–45
    • about, 40–41
    • CFP Board Learning Objectives on, 44–45
    • and cognitive biases, 34
    • community, 43–44
    • culture, 41
    • financial planner's role and, 44
    • generation, 42
    • socioeconomic class, 42–43
  • Ethical considerations, 231–237
    • and future of financial planning, 235–236
    • and professional limitations, 234–235
    • providing mental health services, 232
    • referrals, 233–234
  • Ethical Principles of Psychologists and Code of Conduct (APA), 234
  • Ethnic identity, client's, 160–161
  • Exercise, status quo bias and, 33
  • Experiences:
    • negating client's, 160–161
    • normalizing client's, 219
    • risk tolerance and past, 169
  • Exposure, 128
  • Exquisite listening, 109–112
  • External locus of control, 52, 190
  • Extrinsic motivation, 87
  • Eye contact (S.O.F.T.E.N method), 106
  • F
  • Fallaw, Sarah Stanley, 190
  • Familiarity bias, 25–26
  • Family(‐ies). See also Systems perspective for couples and families
    • financial flashpoints in, 55–56
    • and financial rescue, 54
    • money conflict in, 92–95
    • and social exchange theory, 43
  • Fear, facing one's, 127–128
  • Fear of missing out (FOMO), 12–13, 170–172
  • Fight‐or‐flight response, 56
  • Financial planners, xxi–xxii
    • as agents of behavioral change, 80–81
    • average age of, 42
    • biases/heuristics and, 34
    • CBT approach for, 124–129
    • changing of money beliefs by, 67–68
    • during client crises, 217–218
    • client's environment as factor for, 44
    • future role of, 235–236
    • mental health providers vs., 232
    • multicultural competence for, 154
    • use of positive psychology by, 135–137
  • Financial therapy, relational, 144–145
  • 5 Rs of cultural humility, 157
  • Flashpoints, financial, 49–60
    • about, 49–52
    • ancestral flashpoints, 55–56
    • CFP Board Learning Objectives on, 60
    • cultural events, 58–60
    • death or divorce, 54–55
    • financial rescue, 54
    • gender, 56–57
    • growing up poor, 52–53
    • growing up rich, 53–54
    • money beliefs and, 61
    • stress and trauma, 57–58
    • unremarkable happenstances, 55
  • Flat rate bias, 26
  • Flow process, 110–112
  • Focusing on what is working, 209–210
  • Forward leaning (S.O.F.T.E.N method), 106
  • Friction, reducing, 35–36
  • Friends, 54, 96–97
  • Future orientation, 7
  • “Future self,” 8
  • G
  • Gambler's fallacy, 26–27
  • Gambling disorder, 79
  • Gender, client's, 56–57, 163–164
  • Generalizations, 27
  • General principles of effective communication (H.69), 112
  • Generational influence, on client, 42, 158–159
  • Giving limits, 146–147
  • Goal incongruence, 191
  • Goals, client's:
    • ability to achieve, 189–191
    • conflicting financial, 89–90
    • responses and behaviors impacting, 71
    • solution‐focused techniques for developing, 118
    • understanding, 192–194
  • Gratification, instant, 7–8
  • Gratitude exercise, 136
  • Great Depression, 58–59
  • Great Recession, 59
  • Greed, 6, 63
  • Group positive psychology, 133
  • Growth:
    • needs related to, 186
    • posttraumatic, 222–223
  • H
  • Halo effect, 226
  • Happenstances, unremarkable, 55
  • Happiness, 13, 132
  • Harari, Yuval Noah, 23
  • Hays, Pamela, 158
  • Helplessness, learned, 52–53
  • Herd instinct, 8–9
  • Hershfield, Hal, 8
  • Heuristics, see Biases and heuristics
  • Hierarchy of needs, Maslow's, 185–186
  • History, risk tolerance and, 171
  • Hoarding disorder, 80
  • Humility, cultural, 157
  • Hustlers, 52
  • I
  • Ideal self, 86–87
  • Identification, construct, 229
  • Identity. See also ADDRESSING model
    • conflicting with money scripts, 146
    • cultural, 155
    • socio‐economic class impacting, 53
  • Ignore financial planner, clients who, 206
  • Illusion of control, 29–30
  • Immigrants, working with, 163
  • Incorporate (KMSI‐R assessment), 68
  • Indigenous heritage, clients with, 162–163
  • Individualism, 161
  • Individual positive psychology, 133
  • Infidelity, financial, 73–74, 89, 142–143
  • Innate human needs, 186–187
  • Instant gratification, 7–8
  • Instincts, financial, 3–16
    • anti‐saving instinct, 6–7
    • CFP Board Learning Objectives on, 16
    • fear of missing out, 12–13
    • and financial comfort zone, 9–12
    • herd instinct, 8–9
    • instant gratification, 7–8
    • sharing instinct, 5–6
    • social status/relative deprivation, 13–14
    • survival instinct, 3–4
    • two‐system brain processes, 14–15
    • understanding, 15–16
  • Integration, of change process, 203–204
  • Internal locus of control, 189–191
  • Interpersonal orientation, 157
  • Interrupting clients, 206
  • Interviews, assessment, 227–229
  • Intrapersonal orientation, 157
  • Intrinsic motivation, 87, 187
  • Investment, conflated, 31. See also Risk tolerance
  • Invitations:
    • in flow process, 110
    • open‐ended, 103–105
  • J
  • James, William, 21
  • Joint accounts, 147
  • Joint evaluation, 37
  • K
  • Kahneman, Daniel, 14, 27, 171–172
  • Kinesthetic learning styles, 181–182
  • Kitces, Michael, 173
  • Klontz, Brad, 110–112, 164
  • Klontz, Ted, 110–112
  • Klontz‐Chaffin Model of Financial Psychology, 1, 2f, 4f, 18f, 40f, 48f, 62f
  • Klontz Money Script Inventory (KMSI), 63, 146
  • Klontz Money Script Log, 127
  • KMSI‐R assessment, 67–68
  • Knowledge, risk, 170
  • L
  • Langer, Ellen, 29
  • Larrabee, Lindsey, 164
  • Law of small numbers bias, 27
  • Laziness, 32–33, 35
  • Leaning forward (S.O.F.T.E.N method), 106
  • Learned helplessness, 52–53
  • Learning style, of client, see Client‐preferred learning styles
  • Limits, establishing, 146–147
  • Listening to client, 100
    • about emotions and reactions, 220
    • active, 100, 145–146
    • and client‐preferred learning styles, 183
    • effective, 207
    • exquisite, 109–112
    • with focused attention, 110
    • reflective, 100–102
    • as tool for future financial planners, 235
  • Literacy, risk, 170
  • Loaning money, 96
  • Locus of control, 190–191
  • Logical learning styles, 181
  • Loneliness, 217
  • Loss, client's experiences with, 169
  • Loss aversion, 27–28, 31, 171–172
  • M
  • Maintenance stage (change process), 203
  • Majority group privilege, see Multicultural competence
  • Marriages. See also Systems perspective for couples and families
    • financial dependency in, 78
    • financial infidelity in, 73–74
    • money conflict in, 88–92
  • Maslow, Abraham, 185–186
  • Maslow's hierarchy of needs, 185–186
  • Masters, C., 157
  • Mastery, financial, 223
  • Meaning making, 135, 223
  • Mental accounting, 28–29, 222
  • Mental health providers:
    • during client crises, 220–221
    • financial planners vs., 232
    • money avoidance by, 231
  • Mentors, 236
  • Mesolimbic reward system, 5
  • Milkman, K. L., 36
  • Miller, William, 102, 105
  • Minority group disadvantage, see Multicultural competence
  • Miracle question, 117
  • Mirroring client, 106, 107
  • Mischel, Walter, 7–8
  • Modifications to financial plans, 221
  • Money:
    • happiness impacted by, 13
    • loaning, 96
    • saving, xx, 6–7, 66
    • stress due to, 127
  • Money beliefs, 61–69
    • benefits of knowing client's, 225–226
    • CFP Board Learning Objectives on, 69
    • financial flashpoints impacting, 51
    • financial planner's role and, 67–68
    • money avoidance, 63–64
    • money focus, 64–65
    • money scripts and, 62–63
    • money status, 65–66
    • money vigilance, 66–67
  • Money conflict, 85–97
    • with business partners, 95–97
    • CFP Board Learning Objectives on, 97
    • with family, 92–95
    • with friends, 96–97
    • with oneself, 86–88
    • with others, 95
    • with spouse or partner, 88–92
  • Money disorders, 78–80, 121
  • Money focus, 64–65
  • Money scripts:
    • awareness of client's, 67
    • CBT for, 121
    • identity conflicting with, 146
    • money beliefs impacting, 62–63
    • money conflicts and, 142
  • Money status, 65–66
  • Money worship, 87
  • Monte‐Carlo analysis, 173
  • Monte‐Carlo fallacy, 26–27
  • Motivational interviewing, 197–213
    • with advice‐resisting clients, 207–212
    • CFP Board Learning Objectives on, 213
    • change process and, 198–204
    • with change‐resistant clients, 204–205
    • “no,” clients who say, 212
    • pitfalls to avoid in, 205–207
  • Motivations, attitudes, and preferences of client, 185–194
    • and ability to achieve goals, 189–191
    • benefits of knowing client's, 225–226
    • CFP Board Learning Objectives on, 194
    • as factor in money conflict, 87–88
    • financial self‐efficacy for, 191–192
    • generation‐based, 42
    • by giving compliments, 119
    • investments impacted by, 20–21
    • making sense of, 187–188
    • and Maslow's hierarchy of needs, 185–186
    • money conflict and, 87
    • reflective listening for, 101
    • responding without judgment to, 189
    • risk attitude, 170
    • and self‐destructive behaviors, 188–189
    • and self‐determination theory, 186–187
    • and understanding client's goals, 192–194
  • Motive‐goal incongruence, 191
  • Multicultural competence, 153–165
    • ADDRESSING model for, 158–164
    • CFP Board Learning Objectives on, 165
    • cultural humility for, 157
    • financial planner's mindset for, 154
    • and privilege/disadvantage, 156–157
    • and self‐awareness, 155–156
  • Multifaceted approach to providing information, 182
  • Multiple relationships, 234–235
  • N
  • National Center for Responsible Gambling, 79
  • National origin, client's, 163
  • Natural selection, 6
  • Needs:
    • innate human, 186–187
    • making sense of client's, 187–188
    • Maslow's hierarchy of, 185–186
    • responding without judgment to, 189
    • and self‐destructive behaviors, 188–189
  • Negating, 160–161, 206
  • Net worth, self‐worth and, 65
  • Neutrality, 140–141
  • “No,” clients who say, 107, 212
  • Nods (S.O.F.T.E.N method), 106
  • Nonverbal strategies for establishing rapport, 105–107
  • Nonviolent communication, 107–108
  • Numbers, presenting client, 173
  • O
  • Objectives to reduce biases, 36
  • Observations, 107, 226–227
  • Obsessive‐compulsive and related disorders, 80
  • Open dialogue, 34
  • Open‐ended invitations, 103–105
  • Open‐mindedness, 23
  • Open posture (S.O.F.T.E.N method), 106
  • Optimism, 12, 131–133
  • Others, conflict with, 95–97
  • Otto, Ross, 169
  • Outcomes, behaviors and, see Behaviors and outcomes
  • Overconfidence, 29
  • Overnight Test, 172
  • Overspending, 72
  • Overvaluing possessions, 25
  • P
  • Pace of communication, 107
  • Pain avoidance, 27
  • Paraphrasing, 102–103
  • Parents:
    • financial dependence on, 78
    • financial enabling by, 74–77
    • financial enmeshment by, 74
  • Partner, money conflict with, 88–92. See also Systems perspective for couples and families
  • Payne, J. W., 36
  • Percentages, presenting, 173
  • Perception, risk, 169
  • PERMA model, 133–135
  • Personality characteristics, money‐related, 225–226
  • Persuasion bias, 30
  • Planners, financial planners as, 236
  • Pleasure seeking, 27
  • Positive emotions, 134
  • Positive psychology, 131–137
    • CFP Board Learning Objectives on, 137
    • financial planner's use of, 135–137
    • optimism in, 131–133
    • PERMA model and, 133–135
  • Positive relationships, 134–135
  • Postmortems, 36
  • Posttraumatic growth (PTG), 222–223
  • Posture, open (S.O.F.T.E.N method), 106
  • Poverty, growing up in, 52–53, 162
  • Power:
    • of client, 73, 114
    • imbalances in, 90
    • from majority group status, 155
  • Precontemplation stage (change process), 199–200
  • Preferences of client, see Motivations, attitudes, and preferences of client
  • Preparation stage (change process), 201–202
  • Present, being, 99–100
  • Principles of counseling (H.68), 120, 130, 137, 149, 213
  • Principles of Psychology (James), 21
  • Privilege, 156–157. See also Multicultural competence
  • Problems, focusing on, 115
  • Professional boundaries and limitations, 140, 234–235
  • Psychology of money, 1–2
  • Purdue University, 13
  • Purpose, client's, 223
  • R
  • Racial identity, client's, 160–161
  • Rapport building, 100–108
    • nonverbal strategies for, 105–107
    • nonviolent communication for, 107–108
    • verbal strategies for, 100–105
  • Reading learning style, 180–181
  • Reality, subjective nature of, 23
  • Real self, 86–87
  • Real‐world risk tolerance, 168
  • Recency effect, 30–31
  • Referrals, 233–234
  • Reflection:
    • in 5 Rs of cultural humility, 157
    • types of, 207–209
  • Reflective listening, 100–102
  • Reframing, 210
  • Regard (5 Rs of cultural humility), 157
  • Regret aversion, 31
  • Relapses, 203
  • Relational financial therapy (RFT), 144–145
  • Relative deprivation, 13–14
  • Relevance (5 Rs of cultural humility), 157
  • Reliability, 229
  • Religion, client's, 159–160
  • Replacement beliefs, 126–127
  • Representativeness heuristic, 31
  • Reputation, 31
  • Rescue, financial, 54
  • Resilience (5 Rs of cultural humility), 157
  • Resistance to financial advice, 207–212
  • Respect (5 Rs of cultural humility), 157
  • Revolving credit debt, 66, 75
  • Rewards, stories about, 12–13
  • Rice, Dan, 21
  • Rich, growing up, 53–54
  • Richards, Carl, 172
  • Risk appetite, 170
  • Risk capacity, 170
  • Risk composure, 169
  • Risk knowledge, 170
  • Risk literacy, 170
  • Risk perception, 169
  • Risk propensity, 169
  • Risk taking, FOMO and, 12
  • Risk tolerance, 167–175
    • assessing a client's, 172–174
    • CFP Board Learning Objectives on, 175
    • defined, 167–168
    • emotions/FOMO and, 170–171
    • history impacting level of, 171
    • and loss aversion, 171–172
    • and risk attitudes, 170
  • Risk tolerance questionnaire (RTQ), 172–173
  • Robinson, D., 157
  • Role‐playing, 127, 129
  • Rollnick, R., 105
  • S
  • Sages, Ron, 168
  • Salience bias, 32
  • Sapiens (Harari), 23
  • Savers, 52
  • Scaling questions, 118–119
  • Scarcity mindset, 52, 64
  • Scenario planning, 148
  • Seay, Martin, 132
  • Self:
    • ideal vs. real, 86–87
    • money conflict with, 86–88
  • Self‐actualization, 186
  • Self‐awareness:
    • for financial planners, 139–140
    • of majority/minority status, 155–156
    • of money scripts, 146
  • Self‐destructive financial behaviors. See also Flashpoints, financial
    • human needs and, 188–189
    • referring clients with, 233–234
  • Self‐determination, 186–187, 211
  • Self‐efficacy, 114–115, 189, 191–192
  • Self‐limiting beliefs, 125–126
  • Self‐reflection, 146
  • Self‐sufficient, being, 76–77
  • Self‐worth, net worth impacting, 65
  • Seligman, Martin, 52–53, 133
  • Sensitive topics, negating, 160–161
  • Separate finances, 147–148
  • Sexual orientation, 162
  • Sharing instinct, 5–6, 93
  • Similar‐to‐me bias, 226–227
  • Simple reflection, 207–208
  • Skinner, B. F., 40–41
  • Smile (S.O.F.T.E.N method), 106
  • Social exchange theory, 42–43
  • Social influence, 30
  • Social interactions, perceived, 32
  • Social media, community impact of, 43–44
  • Social status, 13–14
  • Social support, 217
  • Socioeconomic class:
    • advantages based on, 161–162
    • identity impacted by, 53
    • as part of client's environment, 42–43
  • Socratic questioning, 124–125
  • S.O.F.T.E.N method, 106
  • Soll, J. B., 36
  • Solution‐focused techniques (SFT) framework, 113–120
    • developing goals in, 118
    • discussing past attempts to change in, 116–117
    • giving compliments in, 119
    • identifying strengths in, 115
    • miracle question in, 117
    • power of client in, 114
    • recognizing and affirming client change in, 116
    • scaling questions in, 118–119
    • self‐efficacy in, 114–115
  • Sources of money conflict (H.67), 97, 149
  • Spending limits, 146–147
  • Spirituality, awareness of client's, 159–160
  • Spouse, money conflict with, 88–92. See also Systems perspective for couples and families
  • Status, money, 65–66
  • Status quo bias, 32–33, 35–36
  • Strengths, identifying, 115
  • Stress:
    • CISD to reduce effects of, 218
    • due to money, 127
    • financial flashpoints and, 57–58
    • from money vigilance mindset, 66
  • “Stress in America” survey, 57, 127
  • Stress inoculation, 128
  • Structured interviews, 227, 228
  • Subaccounts, 29
  • Subjective level of positive psychology, 133
  • Subjective nature of reality, 23
  • Summarizing, 102, 110, 111
  • Sunk‐cost fallacy, 27, 33–34
  • Support, 217, 220–221
  • Survival instinct, 3–4
  • Sustaining change, 203
  • System 1 and 2 thinking, 14–15
  • Systematic optimism intervention, 132
  • Systems perspective for couples and families, 139–149
    • active listening in, 145–146
    • addressing conflict with, 142
    • agreements/compromises in, 146–147
    • CFP Board Learning Objectives on, 149
    • conflicting money scripts in, 146
    • and financial abuse, 143–144
    • and financial infidelity, 142–143
    • monitoring in, 148
    • neutrality in, 140–141
    • and relational financial therapy, 144–145
    • scenario planning in, 148
    • for self‐aware financial planners, 139–140
    • and separate vs. combined finances, 147–148
    • transference vs. countertransference in, 141–142
  • T
  • Taylor, Zachary, 21
  • Termination stage (change process), 203–204
  • Thaler, Richard, 3, 28
  • Thinking Fast and Slow (Kahneman), 14
  • Thought process, automatic, 122–124
  • Three Good Things exercise, 136
  • Touch (S.O.F.T.E.N method), 106
  • Transference, 141–142
  • Transparency, financial, 89
  • Trash can test, 173–174
  • Traumatic events, 57–58, 216. See also Crisis events, client
  • Trust, building, 99, 108–109
  • Tversky, Amos, 27, 171–172
  • Two‐system brain processes, 14–15
  • U
  • Undersaving, 72
  • Unexpected financial situations, 148
  • Unstructured interviews, 227–228
  • V
  • Validity, to evaluate tests, 229
  • “Vanishing options” test, 37
  • Variable ratio schedule of reinforcement, 79
  • Verbal strategies to establish rapport, 100–105
  • Vigilance, money, 66–67
  • Visual learning styles, 178–179
  • W
  • Waller, Willard, 90
  • Worship, money, 87–88
  • “Worst Case Scenario” exercise, 128
  • Writing learning style, 180–181
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