Using state-of-the art research, the authors probe the psychological reasons why the wealthy invest the way they do. The framework of nine investor psychologies enables advisors to position and sell financial products ranging from mutual funds to managed accounts more effectively than ever before. Insights on prospecting and asset capture round out the book.
What People are Saying About This
A superb new book for every advisor who wants to achieve their next level of success with high-net-worth clients. Understand the psychological obstacles that stand in your way and learn how you can build a great business by assisting HNW clients to reach their financial goals.
In this fast-paced world of investment services and financial planning, this book gives the reader the `how to' to gather assets and solidify long-term high-net-worth relationships. It is a must have in meeting the needs of the high-net-worth investors.
SEI Investments, Investment Advisory Group