- 3 Things Advisors Get Wrong About Millennials [seicblogs.com]
Is it the time for advisers to shift their focus from “Generation X” to “Generation Y”, that is, the so-called “Millennials”? Perhaps not quite yet, however, finding ways to gradually incorporate this new client segment into their practice is bound to become a crucial aspect of any financial adviser’s business.
Missy Pohlig, author of the article above (and the millennial contributor for Practically Speaking), does a great analysis in summarising what can be considered the 3 main concepts that “Advisors get wrong about Millennials”:
Millennials are not a part of your current target market…
Millennials are too “small” a client to profit from…
Millennials will either DIY or find a technology that’ll do it for them…
- How Successful Financial Advisors Find New Clients [clientwise.com]
Often underrated, “client acquisition” should represent an important part of a financial adviser’s overall methodology. Now, while “there is no Holy Grail” (as it is the case with most concepts) there are common traits highlighted among the most successful ones:
– they love what they do
– they know who their clients aren’t
– they use a Strategy, Process and Pipeline… & have Goals
– they use a coach
- Beyond Allocation: Changing roles for financial advisors [blog.ngam.naxitis.com]
John Hailer, the author of the article (and President & Chief Executive Officer of the Americas and Asia for Natixis Global Asset Management) begins with very interesting data from their Fourth Annual Global Survey of Financial Advisors.
In fact, curiously (or not) more than 80% of their respondents (of this survey from September 2015, encompassing around 1,800 financial advisors from 10 countries) highlighted that their perceived biggest barrier to success was “the emotional decisions clients make during times of market turbulence”.
[Our most dedicated readers will know that, as we have always asserted here at Storm Of Beta, a basic knowledge of Behavioural Finance, including an understanding of its implications, is imperative if you don’t want to be your own worst enemy when dealing with your finances].
These numbers stress the fact that financial Advisors should, in addition to their traditional client management practices, devote part of their attention to acting as “financial therapists” and therefore be there to comfort their clients, “holding their hand” through good and bad times, in order to make sure that no impulsive decision is taken… especially those detrimental to reaching pre-determined long-term financial goals.
- October 22 th 2015 – Market Recap (stocktrader.com)
• Friend & Foe: When to Cooperate, When to Compete, and How to Succeed at Both by Adam Galinsky and Maurice Schweitzer “aims high.” (ft.com)
“Much of modern life seems geared towards forcing us to compete rather than co-operate. But this book is based on the simple truth that humans are wired to do both, sometimes in the same interaction.”
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(Yes, this is indeed the term we coined for our loyal readers… Oh and yes, we are Star Wars fans).