The fraud perpetrated by Bernie Madoff and abetted by Ezra Merkin, a money manager and financier, could succeed in part because the "weapons of influence" identified by Arizona State social psychologist Robert Cialdini are so powerful, observes clinical psychiatrist Mark Goulston. "Applying them causes the other person to feel empathized with and understood," Goulston explains. "When people feel that way, they lower their guard and lean into the relationship and trust it more. In essence, when people really feel that you get where they're coming from, they're much more likely to trust you to take them where you'd like them to go.
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Mega trends continue to impact the wealth management industry. Trends such as new digital competition, increasing compliance standards, fee pressures, and an aging advisor population....
May 03, 2017
Join this complimentary webcast to understand how to better connect with consumers so you can develop high-value packages that work for both sponsors and beneficiaries...
Apr 12, 2017
Energize your firm’s productivity with technology by joining the experts at Envestnet as they share how to increase profitability and gain a competitive edge with...