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A new field of study that every advisor must imbibe
MasterMind – a joint initiative between Sundaram Mutual and Wealth Forum which aims to help you help your clients master their mind and thus get onto the path to successful investing – is now introducing a new series of content around the exciting field of study called Financial Therapy.
10-Nov-2017

What can I do when my client changes the goalpost?
Differing performance expectations are often at the root of failed advisor-client relationships, especially when client expectations change with changing market conditions. How then should advisors tackle this issue?
03-Aug-2017

How should Ranjit convince Mr. Mehra?
In psychology and behavioral economics, the endowment effect (also known as divestiture aversion and related to the mere ownership effect in social psychology]) is the hypothesis that people ascribe more value to things merely because they own them
22-Aug-2017

3 potential solutions to Mr. A K Narayan’s challenge
A few months ago, we carried a very insightful interview with Mr. A K Narayan, President, IFA Galaxy, in our Equity Insights microsite, where he explained some of the challenges in practically implementing asset allocation decisions. MasterMind took up this challenge of trying to understand why investors tend to behave the way Mr. Narayan articulated so well, and then consider solutions to the challenge that he articulated.
28-Jul-2016

How will you tell your client that he is being foolish?
When you see your client recklessly committing big money into risky punts after a couple of bets paid off very well, how will you tell him that he is being foolish - in a manner that will get the point across without bruising his ego?
04-Dec-2015

Does “main hoon na” always work with your clients?
Given two scenarios – one where a person bets/invests money on the basis of pure chance, and the other where he bets/invests on the basis of someone’s recommendation, does the investor hesitate with one bet more than the other?
21-Oct-2015

New insurance product: emotional insurance
Behavioural finance is now being productized – products and solutions are being created that help professional money managers as well as individual investors to steer clear of emotional impulses that often lead to inefficient investment decisions.
30-Sep-2015

Best PAD : the new mantra for asset allocation
Your financial plan suggests an ideal asset allocation to achieve your client’s goals, while his risk profile throws up an asset allocation that is way too conservative to enable achievement of his goals. What do you do now? Go by the risk profile and jettison the plan? Or hard sell your plan and get your client to change his risk profile?
06-Aug-2015

Use intelligent “newsjacking” to strengthen client communication
A challenge that many advisors face is how to reiterate the same simple messages to their clients, without sounding boring. You know you need to keep reminding them about why your simple strategies are the most effective, but you don’t always know how to say it differently each time. If this is a challenge you are currently facing, consider “newsjacking” as a strategy to strengthen your client communications.
15-Jun-2015

Five hot buttons that make clients buy
Selling is actually the art of getting clients to buy. To do this, you need to understand how your clients make their buying decisions. Here are five hot buttons that make clients buy.
26-Mar-2015

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