Military Psychology Meets Wealth Management
 
Introduction: The Uncomfortable Mirror
Ladies and gentlemen, let me start with a simple fact: sometimes the hardest thing in the world is to look in the mirror. Not a quick glance to see if your tie is straight or if you have spinach in your teeth. I mean really look. To see the weaknesses, the blind spots, the fears you do not want to admit to yourself.
Now, you may be wondering why I am opening a discussion about wealth management by referencing a book called Military Psychology. The reason is simple: the same psychological principles that keep soldiers alive, prepared, and focused under fire apply directly to how retirees, investors, and families make financial decisions. The battlefield may be different—bullets versus balance sheets—but the psychology is identical.
When I sit with clients, I am not just talking about numbers. I am evaluating fitness for duty. I am assessing combat stress. I am negotiating with hostages, sometimes when that hostage is the client themselves, chained to their fears, habits, and biases. And just as in the military, my role is to keep people alive—not in a physical foxhole, but in the financial and emotional foxhole they call retirement.
 
Fitness for Duty: Are You Ready for the Mission?
In military psychology, a fitness-for-duty evaluation determines if someone is psychologically capable of performing their job. A pilot under stress, a soldier with untreated trauma, or an officer with impaired judgment can put the entire mission at risk.
In wealth management, fitness for duty is about readiness for the financial mission of life after work. Are you mentally capable of making rational decisions about money? Do you have the discipline to follow through with a plan? Or are you emotionally compromised by fear, greed, or the siren call of the latest headline?
I have met countless individuals who look wealthy on paper but are psychologically unfit for the mission of retirement. They panic at downturns, they chase fads, or they cannot stop comparing themselves to their neighbor. Just as a soldier unfit for battle endangers the unit, an investor unfit for discipline endangers their family’s financial security.
The evaluation process in my world is not about passing or failing—it is about honesty. If you are not fit, you can be trained, coached, prepared. But if you refuse to look in the mirror, the mission is lost before it begins.
 
Suicide Risk: The Silent Threat in Finance
In the military, suicide prevention is one of the most serious tasks psychologists face. The stakes are life and death, and ignoring the warning signs can have catastrophic consequences.
In wealth management, the suicide equivalent is financial self-destruction. People blow up their own lives by overspending, panicking in a downturn, or leveraging themselves into oblivion. And often, just like in psychology, the warning signs are there. The language they use, the late-night panic calls, the obsession with a single stock or scheme.
Our job is to listen, to identify when someone is on the edge, and to intervene before they jump. Sometimes that means having a brutally honest conversation. Sometimes it means saying, “No, we are not chasing that fad. No, you cannot cash out your retirement in a frenzy because of something you read on Facebook. Sit down. Breathe. Let’s talk about the bigger picture.”
The uncomfortable truth is this: financial self-destruction is rarely about the money itself. It is about the inability to process fear, failure, or uncertainty. And my role is to be the one who sees the cliff before you do.
 
Substance Abuse: Addiction in Disguise
Military psychologists treat substance abuse because alcohol and drugs erode readiness. They cloud judgment, destroy relationships, and weaken the mission.
In wealth management, the addiction is different but no less dangerous. It is the addiction to news feeds, to CNBC, to political outrage, to stock-picking apps. It is the addiction to gambling disguised as investing. It is the dopamine rush of “winning” today, even if it means losing tomorrow.
I have clients who treat their portfolio like a slot machine, and when I tell them that wealth is not a casino, they look at me like I just told them Santa Claus does not exist. But this is reality. Addiction is addiction. And breaking it requires structure, accountability, and discipline.
As in the military, you cannot fight addiction by pretending it does not exist. You confront it, you replace bad habits with good ones, and you build a system that supports long-term survival, not short-term highs.
 
Brief Psychotherapy: Intervention at Speed
In the field, military psychologists often do not have months or years for therapy. They work in short, targeted bursts to get someone back to function.
Wealth management is the same. I may have one meeting, one phone call, one chance to redirect a client from making a catastrophic mistake. That conversation has to be clear, focused, and effective.
Think of the retiree about to dump everything into gold because of a fearmongering article. Or the widower convinced his only security is annuitizing every penny with a salesman’s promise. In that moment, I am not running a ten-year therapy program. I am running a ten-minute intervention.
The point is not to fix everything in one session. It is to stabilize the person, restore perspective, and get them back into the plan before the damage is irreversible.
 
Combat Stress: Facing the Market Battlefield
In the military, combat stress is both acute and long-term. Soldiers face chaos, unpredictability, and fear that can overwhelm even the strongest minds.
In wealth management, market volatility is combat stress. Every downturn, every headline, every recession triggers panic responses. People want to run, to hide, to shoot at shadows. And yet, history shows that those who keep calm, who maintain discipline under fire, are the ones who survive and prosper.
I tell clients all the time: the market does not care about your feelings. It is not out to get you. It is a battlefield that rewards those who keep their head while everyone else loses theirs. Combat stress in finance is the test of discipline, not intelligence.
 
Survival Training: Captivity, Isolation, and Retirement
Military survival training prepares soldiers for capture, interrogation, or long periods of isolation. The key is resilience—the mental capacity to endure until rescue.
Retirement is its own form of survival training. Imagine going from 40 years of structure, paychecks, and routine to waking up one morning with nothing but your savings and your time. For some, that feels like captivity. The isolation of no longer being “needed” can be as psychologically devastating as a battlefield.
This is why I emphasize holistic wealth: not just money, but mindset, relationships, health, and purpose. Survival in retirement is not about the size of your account. It is about the strength of your identity and your ability to adapt to a new life structure. Without preparation, retirement can feel like solitary confinement. With preparation, it can feel like freedom.
 
Hostage Negotiation: When Clients Are the Hostages
In military psychology, hostage negotiation requires understanding both the hostage taker and the hostage’s state of mind. Success often depends on patience, empathy, and strategic communication.
In wealth management, clients are often hostages—to fear, to greed, to bad advice, to family pressure. My role is to negotiate them back to safety. Sometimes that means defusing panic. Sometimes it means talking down the “hostage taker”—the brother-in-law with the hot stock tip, the television pundit screaming doom, or the insurance salesman peddling guarantees.
This is delicate work. If I push too hard...