How to Protect Clients’ Retirement From Recency Bias
The human brain is naturally wired to want to invest more in top performing assets and to pull out of assets that have performed badly. This recency bias, as it's termed in behavioral finance, is always more pronounced at the beginning of a new year.
How to Sell Your ‘Invisible’ Services to Prospective Clients
A 1999 book by Harry Beckwith provides remarkable insights into marketing an intangible service like financial planning. Beware: they're not choosing you for your brilliance.
Kahneman: Clients Driven by Losses, Not Gains
Advice from the father of behavioral finance on the perils of hindsight, the power of client regret and what really sets apart Warren Buffett.
Investor Behavior by the Book
As you might imagine, people send me more books to review than I can possibly read. But "Investor Behavior" piqued my interest.
Discovering Daniel Kahneman’s Insights on Human Behavior
If you've ever wondered why people hold certain erroneous conclusions, this book will shine light on the subject.
Five Good Questions for Behavioral Finance Sage Terrance Odean
The behavioral finance expert shares his views on how money managers can do more for investors.
Broken Trusts: The Man Who Married His Wife Six Times
Manipulative parents, conditional love and hostile children create the conditions for incentive trusts that don’t work, as the case of the six-marriage man makes clear.
Happy? Afraid? Generous? United Capital’s Money Mind Analyzer Figures You Out
United Capital may not officially be in the marriage guidance business, but considering the private wealth firm’s latest venture, it has a nice sideline in couples counseling.
Leads, Leads, Leads! Then Understanding Clients...
Do commercial lead-providers work? And a confession from our intrepid advisor on understanding clients both qualitatively and quantitatively
What Behavioral Finance Teaches on How to Discuss Risk With Clients
The lessons of behavioral finance: avoid focusing on short-term volatility when the objective is long-term growth.