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 […]

Practicing Performance

In many cases the difference between success and failure is small. One action or one decision or one more attempt can be the difference in the outcome. Usually, we are in the way of our own performance and so it is critical to keep out of our own way. Have you noticed some people find […]

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 […]

Frustrated by the Lack of a Systems-Based Discovery Process?

One of the first things that I did when I began a business coaching practice in 1998, was to enroll in Michael Gerbers Certified E-Myth Consulting program. You probably know Michael Gerber as author of the E-Myth Revisited. The E-Myth is largely based on the story of McDonalds, one of the worlds most successful and […]