One client used as an example in the book is an archeologist who has an ex-wife and a special needs child. White set up a trust for the child and organized the other investments.
“As the advisor, you need to know the fixer may take on too much risk, while the protector will get nervous and sell at the worst time and the survivor is risk indifferent.
“For that reason it is important for the advisor to build bridges with the client; to listen to him or her,” White says. “The language they use and the stories they tell can reveal what kind of personality they have. But don’t be judgmental. Instead, use this information to understand the client.”