9 results found

Trust is the product of two judgements clients make about us - one is about our ability to make good things happen (competence), the other is about our motivation to make those things happen for them (benevolence). The latter also explains the bulk of their overall impression of us. So, we must never neglect demonstrations of benevolent intentions if we want to win and keep clients. And, while the signals that convey competence (e.g., certification, track record, experience) must be earned, those that convey benevolence (e.g., communication style and interpersonal skills) are within almost everyone’s reach. This means that trust could, at least partly, be won without being earned. So is it ethical to try?

Many investment professionals are typically quite skilled at manipulation, so those researching their funds need to protect themselves against manipulation as they conduct their due diligence.

Herman Brodie | 1.00 CE

This lecture contrasts classical and modern economists' views and theories about human behaviour, reflects on more recent challenges from psychologists, and scrutinises the limits to arbitrage - concluding that with the link between human behaviour and economics being re-established, economics has come full circle.

Classical economists often incorporated human behaviour into their thinking. But in the 1960s and 1970s, homo economicus - the great rational agent of economic theory - was born. It was not until the 1990s that the link between human behaviour and economics began to be re-established.

Herman Brodie | 0.25 CE

Since the 1980s, the efficient markets hypothesis has come under attack. Market anomalies were initially attributed to the actions of noise traders, who were believed to hold irrational beliefs and standard preferences. There was an expectation that such actors would lose their wealth over the long run via arbitrage, albeit that the effectiveness of arbitrageurs was restricted by various risks and costs. In the 1990s, psychologists identified additional limits to arbitrage which are tied to human nature. This workshop will explore these additional limits, namely: bounded rationality; the need for well-being; and, self-control problems.

There is scientific consensus that five major personality traits explain much of the behavioural differences between individuals - linking to financial outcomes, and preferences for advice.

Herman Brodie | 0.50 CE

The Big Five personality traits offer insights into the behavioural headwinds (or tailwinds) clients might encounter in achieving their financial goals, and the most effective way of dispensing advice to them.

Herman Brodie | 1.00 CE

“Nobody cares how much you know, until they know how much you care,” cautioned Theodore Roosevelt. This is especially true when risk is involved.

Herman Brodie | 0.25 CE

Trust – the belief that those to whom we are vulnerable are both willing and able to act in our interests – is the no.1 factor in the decision to select and retain an asset manager.

Herman Brodie | 1.00 CE