Entries by Hugh Massie

Corporate Culture, It Starts at the Top

Often in business, the way forward is not or but and. That is, not abandoning one cornerstone for another; rather, adding other building blocks as necessary. It’s the cumulative approach that can streamline savvy organizations who are able to move beyond the fear of adding additional elements or layers. We’ve been seeing this trend in […]

Can You Spot The Molotov Cocktail Client?

Historically, we have seen advisors selecting their ideal clients based on easily observed quantitative and qualitative factors. These often include (i) meeting a minimum of assets under management, (ii), shared values, (iii) preparedness to delegate, and (iv) being able to meet a specialist service need (estate planning, family business, business exit, etc.). However, based on […]

Financial Advisors See Data as a Differentiator

This article first appeared on Nasdaq. With financial advisors under considerable pressure to strengthen their competitive position through an improved understanding of their clients, adding a behavioral insight tool to the client onboarding process can help advisors obtain new insights about a client’s behavior and financial personality. In doing so, it is imperative for firms […]

Is Enculturating Behavioral Sciences Next?

Often in business the way forward isn’t “or” but “and”. That is, not abandoning one cornerstone for another; rather, adding other building blocks as necessary. It’s the cumulative approach that can streamline savvy organizations who are able to move beyond the fear of adding additional elements or layers. We’ve been seeing this trend in a […]

Short-Circuit Client Self-Sabotage And Empower The Advisor

This article first appeared on Nasdaq. Last time in this space we discussed how the industry is more client-driven than ever. That’s not necessarily a bad thing, unless an advisor encounters a client who will not listen to advice and is self-sabotaging. There are techniques we discussed to help identify and challenge such clients. We […]