6 results found

Research in psychology has revealed that our decisions are disrupted by an array of biases and irrationalities: Merely being aware of these shortcomings doesn’t fix the problem. The real question is: How can we do better?

Trust is weighted differently when selling intangibles like financial advice, because there is no real product to demonstrate, nothing for your buyer to grasp. There is no physical product to be trusted. So what can be done to create trust?

It is given that we all are wired to act foolishly sometimes, so how can we be better "choice architects" and "decision reassurers" for ourselves and our clients?

To flourish in the robo-advice era, portfolio construction practitioners must provide clients with a positive Return on Attention (ROA), Intimacy (ROI) and Empathy (ROE).

To improve client outcomes, financial practitioners must master six basic response skills.

Needleman said, "Money has a way to bring reality to situations". If so, the challenge is to have more scientific clarity helping to expose what money (and therefore investing) represents in a client's world.