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Advisor IQ Replay - Fear, Finance, and the High-Anxiety Client

April 22nd, 2020 by Nyle Bayer

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Pro-tip: the presentation begins at the 4:00 mark*

Helios Quantitative Research acts as a white-labeled CIO for Financial Advisors across the world. We create, implement, monitor, communicate, and train over 100 advisory firms that collectively manage over $25 billion in assets under management. Learn how we working through the current crisis.

In collaboration with Hartford Funds and the MIT AgeLab, we are excited to provide the replay of another continuing education workshop for on-the-go financial professionals.

Market corrections, alarming headlines, and bear markets can contribute to client anxiety. As a result, investors may abandon their financial strategies altogether simply in an effort to avoid losses. Research from The MIT AgeLab illustrates the effects of stress, anxiety, and multiple crises on investor decision making, and the steps advisors can take to effectively reassure and re-engage anxious clients.

Interesting items covered in this presentation

The "issue lifecycle" via MIT AgeLabs


CNBC Viewership declines in bull markets (surprise)

How to communicate with high-anxiety clients

  1. High anxiety clients prefer to choose (or invest) in “known” risk
  2. Knowledge reaffirms the client’s self-perception of their own expertise or competence
  3. In a chaotic environment, the client’s perception of competence may be exaggerated and they may believe they have professional capabilities.

Action steps for Financial Advisors with high-anxiety clients - be caring, coping, and in command

  1. Discuss current events and family dynamics
  2. Point to the positive
  3. Become an engaging educator
  4. Provide informed insights on future trends
  5. Facilitate action

*Please note - CE or CPE credit is only available to Helios member firms by watching the replay where designated. If you are not a Helios member firm, you must attend the live workshop to receive CE or CPE credit.

Helios is not an affiliate or subsidiary of Hartford Funds

CE Materials are provided by Hartford Funds Distributors, LLC, Member FINRA.

All information provided is for informational and educational purposes only and is not intended to provide investment, tax, accounting or legal advice. As with all matters of an investment, tax, or legal nature, investors should consult with their own professionals regarding their speciļ¬c legal or tax situation. Please address any questions, comments, or complaints to: Hartford Funds • Attn: CE Dept. • 690 Lee Road • Wayne, PA 19087 or call 800.456.7526 Due to this program being offered free of charge, there will be no refunds issued.  FOR USE ONLY WITH CPAS, ATTORNEYS AND FINANCIAL SERVICES PROFESSIONALS

Posted in the category Advisor IQ Replays.

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