Fear and Anxiety, Class 3 of 12-Credit Financial Counseling CE Course (1 Credit)

Frank Murtha
07/28/21 4 PM EST
CFP® Live CPA IWI
Program Id: 832294795
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Fear and Anxiety, Class 3 of 12-Credit Financial Counseling CE Course (1 Credit)

Investing evokes the entire spectrum of human emotions, from positive to negative. In this first of two classes about investor emotions, you'll learn why the emotion that stands out as the most influential is fear. 

Fear manifests itself in different forms, from the most latent (e.g., worrying), to the most acute (e.g., panicking). This class examines where fear comes from and what it looks like from the perspective of a client.

The ability to recognize, understand, and constructively react to client fear is a key to successful client management.  Helping clients identify and manage their financial fears enables a financial professional to better fulfill the role of counselor.  

Introduction to Fear (10 Minutes)

  • Evolution
  • Neurobiology
  • Role of Personality
  • Prospect Theory

Deeper Look into Financial Fear: Critical Factors (15 Minutes)

  • The role of trust
  • Limits of Reason
  • The power of short-term
  • The power of verbalization
  • The difference between fear, loss, and pain.

Practical Strategies for Dispelling Client Fear (20 Minutes)

  • Strategic Emotional Communication
  • IDEAS Script
  • Two Part Process

Slide Show Method

  • Reframing
  • Future Focus
  • Regret

Crisis/Stress Management Plan (15 Minutes)


About Frank Murtha, Ph.D. 

Dr. Frank Murtha earned a doctorate in Counseling Psychology from the University at Buffalo. He was the first to explore cognitive errors in gambling behavior, and he has taught at The City University of New York, Penn State, and New York University. In 2001, Dr. Murtha co-founded MarketPsych Inc., a statistically valid proxy for the NEO personality inventory diagnostic for identifying investor personality traits. Dr. Murtha currently consults to institutional investors on macro- and micro-behavioral economics. In 2021, he founded the Financial Counseling Institute to charter financial professionals as Certified Financial Counselors.


This webinar is eligible for one hour of CE credit towards the CIMA® and CPWA® certifications, CFP® CE, PACE credit toward the CLU® and ChFC® designations, and live CPA CPE credit.


More than 50 hours of CFP® CE credit and more than 100 hours of Investments & Wealth Institute® credit on replays available 24/7 to paying members ($120 annually) of
Advisors4Advisors.com. CPAs are eligible to receive CPE for attending live webinars only. To learn how to receive continuing professional education credit viewing webinar replays, please see our detailed instructions.

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Very heavy subject matter to present and understand but Mr. Murtha is doing a good job

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excellent; fresh mission critical content

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