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 […]

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 […]

Advisor Trust

The theme at this week’s FPA Conference in Anaheim centered on trust. Becoming the trusted advisor is not a new idea however, it is increasingly talked about. The question is how do you become the trusted advisor? How do you accelerate trust in your advisory relationships, and for that matter in any relationship? Building trust […]