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1 W E A LT H P S Y C H O L O G Y E X P E R T Kathleen Burns Kingsbury is a wealth psychology expert, founder of KBK Wealth Connection, and the author of several books including How to Give Financial Advice to Women and How to Give Financial Advice to Couples, both published by McGraw-Hill. Her company s mission is to teach financial services professionals including bankers, CPAs, estate planning attorneys, and financial advisors how to connect, communicate, and collaborate more effectively with their clients to increase client retention and improve profitability. Kathleen currently serves on the CNBC Digital Financial Advisor Council and is a sought-after keynote speaker at industry conferences. As an expert on financial psychology, Kathleen is quoted frequently in trade publications including The Wall Street Journal, Reuters Wealth and Financial Planning Magazine. Her articles have appeared in American Banker, Extraordinary Banker, Financial Advisor Magazine, Investment and Wealth Monitor and REP Magazine. In addition, Kathleen s firm has been engaged by financial firms including Janus Investments, Pioneer Investments, TD Ameritrade Institutional, and State Street Global Advisors, as a subject matter expert, consultant, and trainer. Kathleen is a faculty member of the Certified Private Wealth Advisor (CPWA) program offered by the Investment Management Consultants Association (IMCA) and is an adjunct lecturer at the McCallum Graduate School of Business at Bentley University, where she teaches the Psychology of Financial Planning. She received an Bachelor s Degree in Finance from Providence College and started her career in retail banking before becoming a commissioned Bank Examiner with the FDIC. Due to her desire to coach executive management on improving performance, she attained a Master s Degree in Psychology from Lesley University, became a Certified Professional Co-Active Coach (CPCC), and founded KBK Wealth Connection.

2 Kathleen s unique blend of financial know-how and keen understanding of human behavior has led her to become a thought-leader in the industry. She is a member of the American Association of University Women, the Financial Therapy Association, the National Speakers Association, the Purposeful Planning Institute, and an affiliate member of the Boston Estate Planning Council. For more information, visit SPEAKING APPEARANCES Kathleen Burns Kingsbury is a frequent keynote speaker who has given presentations before many of America s leading financial services companies. She has presented at Barron s Top 100 Women Advisors Summit, Merrill Lynch Global Wealth and Investment Management Advanced Education Symposiums, Investment Management Consultants Association National Conference, Women Advisors Forums, the Massachusetts Bankers Association Wealth Management Conference, the National Association of Personal Financial Advisors and at several Chapters of the Financial Planning Association. SPEAKING/TRAINING TOPICS Some of Kathleen s most popular presentations include: Engaging Clients in Wealth Conversations Essential Skills for Advising Women in Couples The Economic Power of Women and You The Modern Couple, Conflict, and You What Affluent Women Want from Their Advisors

3 VIDEOS Kathleen is a thought provoking, engaging and interactive speaker. To see her in action, click on the video links below: Barron s Top Women Advisors Summit Kathleen speaks about balancing both partners gender and financial needs in the advisor-client relationship. Photography by: LILA PHOTO Merrill Lynch Global Wealth Managment and Investment Education Symposium Kathleen offers a tool for determining an advisor s comfort zone when talking with clients about intergenerational wealth transfers. National Association of Personal Financial Advisors In this BrightTalk interview, Kathleen offers tips to unlock the secret of effectively advising couples. C O N TA C T For more information on having Kathleen Burns Kingsbury speak at your organization s conference, trade show or seminar, call (508) , info@kbkwealthconnection.com, or visit kbkwealthconnection.com. PRAISE FOR How To Give Financial Advice To Couples Why do 70% of widows fire the financial advisor upon the passing of their husbands? Kathleen Burns Kingsbury provides the answer. Providing financial advice to couples is a primary skill that has been overlooked in this profession for too long. Whether or not you hearken to Kathleen's insights will have a profound impact on your business, for better or for worse, for richer or for poorer. Mitch Anthony, author of The New RetireMentality Working effectively with couples is one of the biggest challenges faced by financial planners. In How to Give Financial Advice to Couples Kathleen Burns Kingsbury has created a desperately needed resource to equip financial planners with the theories and techniques they need to help couples navigate life's biggest stressor - their relationship with money. Brad Klontz, Psy.D., Associate Professor, Kansas State University and co-author, Mind Over Money

4 There are four things we were all taught never to talk about: Sex, Politics, Religion, and Money. When it comes to money, the one place where these conversations MUST happen is in your office. That's why you need to read this book for its insights into how you can help couples start talking about money! Carl Richards, author of The Behavior Gap PRAISE FOR How To Give Financial Advice To Women Kingsbury s book is a must read for any advisor who works with wealthy women. The book opens one s eyes to the inner-workings of female clients. It reinforces the best practices when advising women and provides excellent insights and tips of how to improve and build enduring relationships with your affluent women clients. Kirby Rosplock, PhD, Director, Research & Development, GenSpring Family Offices Finally a comprehensive answer to Freud s famous question what do women really want? -- at least when it comes to financial advice. Kingsbury has combined her considerable expertise in the psychology of wealth and her skills as a coach to provide a must-read manual for financial advisors on how to work authentically and appreciatively with women. Practical and comprehensive, this book will benefit not just its intended audience of financial advisors, but also the women they serve, by showing advisors how to build and restore women s trust in the financial services industry. Eleanor Blayney, CFP President, Directions for Women and CFP Board Consumer Advocate How to Give Financial Advice to Women arrives perfectly timed for advisors seeking guidance with the changing landscape of modern financial management. Addressing the dramatic rise of women in business, investing, and wealth, Kingsbury clearly articulates how advisors can and need to understand the perspectives of female clients. Every advisor should read this book and learn these skills. Jim Grubman, PhD, FamilyWealth Consulting

5 Q & A W I T H K AT H L E E N B U R N S K I N G S B U RY What made you decide to write How to Give Financial Advice to Couples so soon after the release of How to Give Financial Advice to Women? As I traveled the country, promoting my previous book, How to Give Financial Advice to Women: Attracting and Retaining High-Net-Worth Female Clients, audiences and readers repeatedly shared their struggles with me about advising couples. The questions I heard over and over included, How do I encourage my female client to speak up in meetings when her husband dominates the conversation? How do I get both members of the couple to actually show up for meetings? and What do I do if one member of the couple is financially literate and the other one is not? This book is written to answer these questions and many more. Why is it important for financial services professionals to read your latest book on advising couples? Seventy percent of widows fire the couple s advisor within one year of the death of their spouse. This is a big problem in the industry. It s the result of most advisors not being trained in couple dynamics and how to effectively work with couples. The book offers insights into the complex world of couplehood and offers practical tips and tools for how advisors can help clients navigate their financial lives together. If advisors master the essential skills for balancing both partners needs, they will be more successful in developing financial plans and investment strategies that work. They will also be more likely to retain the individual members of the couple during times of family transition, such as death or divorce. What are the major differences financial advisors need to be aware of when advising an individual versus a couple? Individual client communication is linear. You ask a question, the client answers. The client speaks, you listen. Easy! However, couples communication is complicated. Two individuals are talking and sharing a story, each with unique perspectives, money histories, and ideas about what financially makes sense for them individually and together. Sometimes they agree. More often than not, their opinions diverge. It requires advisors to carefully gather data about how each member of the couple feels about his or her financial future and work to help them find a solution that both members can live with. What is the biggest mistake advisors make when it comes to advising couples? They take the bait! By that I mean, they fall into taking sides in a financial argument, overly identify with one partner, or let their own emotional reactions dictate their financial recommendations. It is important for advisors to become aware of their couple mindset and

6 Q & A W I T H K AT H L E E N B U R N S K I N G S B U RY their family history around money so they know when they are being pulled into an unhealthy dynamic. The goal is to stay neutral and act as a mediator and advisor to help the partners understand each other s perspectives and when possible, resolve differences. What steps can an advisor take to stop making these mistakes? The first step is becoming aware of your couple mindset. A couple mindset is a set of thoughts, beliefs and attitudes an advisor has about couples and money. Many advisors are not aware of their mindset, as it often resides just below the surface of conscious thought. The goal is to discover this mindset and use this awareness to better serve couples. For example, if an advisor feels that all men should manage the family finances, they may have trouble connecting and working with a wife who is the primary breadwinner and the chief financial officer in the family. If the advisor wants to attract more women to his practice and make sure both partners have a voice in meetings, he needs to be aware of this tendency and take steps to counteract it. What are the essential skills an advisor must possess to effectively advise couples? There are five essential skills I cover in the book that are necessary for a couple-friendly advisor to master. These include: building a solid foundation of trust with both members of the couple; balancing gender differences inside and outside the office; uncovering money mindsets; managing conflict and facilitating behavioral change; and empowering couples to raise financially intelligent children. Together, these skills allow the advisor to meet the changing needs of couples over their life span and to be seen by their clients as a client-centric, trusted advisor. How does being a couple-friendly advisor help attract and retain clients and grow an advisor s business? By practicing in a couple-friendly way, the advisor is meeting the increased demand from clients who want more than just investment advice. Modern couples want help negotiating the ups and downs of their financial life and assistance in talking more openly about money and wealth. Being couple-friendly increases the likelihood that a widow will not fire the couple s advisor upon the death of her spouse, because she has a firmly established, trusting relationship with the advisor already. In the end, this client-centric approach is what clients want, what many advisors find rewarding, and a key ingredient to the longevity of any advisory practice.