Financial Performance in the New Behavioral Economy White Paper

The winds of change are moving fast through the modern economy, and this includes the financial services industry. What we are seeing is the emergence of the New Behavioral Economy – where the client is king and behavioral finance is in. This means the approach to providing financial services will become client centered and will […]

Confidence and Client Engagement: Keys to Advisor Success

This week I attended the Financial Behavior in Retirement Summit in Chicago and presented “Really Knowing Who Your Clients Are”. The presentation guides advisors to understand the importance of knowing the natural behavior of clients and uncovering their life and financial motivations in order to tailor services to them. By customizing their services, advisors will […]

Performance Pulse Checking with Colleagues

Yesterday, in the office we were all reviewing our Performance Capacities using the new Performance Index Pulse Check tool. In short, the exercise is to quickly rate yourself a 1 to 5 on 20 short phrases which are grouped in 4 categories: Direction, Confidence, Emotional Engagement, and Wisdom. After rating yourself you then easily calculate […]

Wealth Management Psych Out

In “Wealth Management Psych Out”, Donna Mitchell explains how behavioral finance has moved from theory to practice, informing tools and techniques for connecting with wealthy clients. Included in the article is an interview from Hugh Massie, President of DNA Behavior International and a former financial advisor for wealthy families and entrepreneurs. He discusses how he […]

Behavioral Segmentation of Your Clients

Traditionally many advisors segment their clients based on tangible factors such as the type of service they will provide to clients (eg executives, family business, life planning etc) and assets under management minimums. There is business sense in this as it focuses the business to some degree. However, segmenting your clients based on their DNA […]

Advisors Can Differentiate By Integrating Behavioral Finance Strategies

Recently, Merrill Lynch and Capgemini have issued a very important research study which demonstrates how much investors confidence has been eroded by the turbulent markets. Investors are still very wary of the future.? Click Here to read the article. The article points out that the following: Investors want a more active relationship with their advisors, […]