Issue 19

1.

Amy Parvaneh reminds us that sharing your own story with clients can be very powerful.

“In an industry where we are asking investors to trust us with the most important and intimate part of their life, their wealth, going beyond sharing your weekend stories with your clients will not only humanize your practice, but will help your clients see that you are truly on their side.”

2.

Patrick O’Shaughnessy has released an audio documentary on blockchains & cryptocurrencies in which he speaks to leaders in the field. This shouldn’t be free. You can find all three episodes here.

I included a short reading list in Issue 3 if you’re looking for more on the topic.

3.

Dan Solin suggests you a way of engaging more effectively with engineers, or anyone highly analytical.

“Think of yourself as a consultant, retained to give an opinion on which advisor the prospect should hire. As a consultant, you would be objective and dispassionate. You would also be indifferent to the outcome. That’s the mindset you need to convert an engineer into a prospect.”

4.

Julie Littlechild looks at a driver of referrals that may surprise you.

“There’s a connection between self-reported investment knowledge and both referral activity and engagement. It’s dangerous to assume, however, how you should help clients improve their knowledge levels.”

5.

Michael Batnick thinks through two crises brewing at the moment. The first, a large percentage of people who will run out of money in retirement. The second, rising inequality as technology continues to replace low-cost labour.

“I hope my concerns are overblown and that we as a nation and a society can come up with a solution. But I fear the drumbeat of people getting left behind economically will only grow louder with the passage of time, and it’s a drumbeat that scares the hell out of me.”

6.

In honour of the new Nobel laureate Richard Thaler, here’s a paper examining the rise of Behavioural Economics focusing on his work.