PSYCHOLOGY OF INVESTING

Grow through behavioral coaching

It seems logical to think that a client’s decision to invest would be driven by numbers. But, in reality, emotions are in play. That’s why your clients need a coach to help them stay invested through the market’s ups and downs, so they can ultimately achieve their goals.

Our Psychology of Investing seminar and resources can help you:

  • Acquire new clients: Invite prospective clients to your seminar and show them your value as an advisor and personal coach.
  • Boost client loyalty: Build trust with existing clients by offering sound advice in times of market upheaval.

 


Scout with seminars

Inviting prospective clients to a seminar gives you the opportunity to demonstrate your value through the education you provide.

The Psychology of Investing seminar helps investors recognize the most common emotional missteps and how you can be the coach who keeps them on track.

Make sure to tell stories and demonstrate the impact to outcomes in order to truly engage your audience and get the most out of your event.

Convert prospects to clients

Whether you’re interacting with a prospective client who attended your seminar or one who came to your door as a referral, the coaching starts now.

Differentiate yourself. While other advisors are talking about standard deviations and returns, you can better explain the risk-reward potential of a portfolio with our 360 Evaluator. Answer their “what if” questions by using our Scenario Tester to illustrate outcomes in different market environments.

Make a panic-proof plan.

  1. Ensure the portfolio is designed to appropriately manage risks.
  2. Get your client’s agreement on how you’ll make decisions in panic-inducing situations. Put it in writing.
  3. Coach your client to help them stick to the plan.

Consider investments to manage volatility. Market volatility can unnerve even the most experienced investors. Lower volatility investments and diversifying strategies can help manage volatility, making it easier for investors to stay the course during market turmoil.

Examine your client’s portfolio from different angles and see the potential impact of adjusting allocations.
Anticipate the risks to your client’s portfolio in different market scenarios to better prepare for the unexpected.
Use Advisor Quarterly to stay up to date on market trends and new portfolio strategies.

Coach your clients to the finish line

Every good coach has a game plan. Being there for your clients when their emotional behaviors recur reinforces their trust in you. These visual aids can help you show clients the rationale behind decisions and why they should take your advice.

Investors often experience regret, or “S&P Envy”, when comparing their diversified portfolio to the stock market. Help clients see past their emotions.
Most investors aim for long-term goals but can get side tracked when short-term volatility and large losses occur. Remind clients not to panic during downturns.
Counterintuitively, limiting a portfolio’s returns during a downturn can boost success more than increasing its upside potential. Explain this critical lesson for long-term success.

Looking for more client acquisition ideas?

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Short on time to acquire clients?
Apply our three ingredients for business growth to unlock more time for your current and prospective clients.
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