BEHAVIORAL COACHING ADDS 1.5% OF VALUE EACH YEAR
Jay is a popular keynote speaker at financial conferences worldwide on the topic of investor behavior. His presentations are interactive, thought-provoking and actionable.
To help advisors increase their value and coach their clients to make better financial decisions, Jay founded The Behavioral Finance Network and has created several behavioral applications for their business. In addition to speaking across the globe on the topic of investor behavior, he has published several articles in industry journals and wrote the Amazbestsellerler, The Emotional Investor: How Biases Influence Our Investment Decisions…and what you can do about it.
Empirical evidence and adviser experience demonstrate that volatile economic climates influence clients to abandon long-term investment strategies for ill-informed, short-term decisions. The Emotional Investor educates financial advisers on this very human tendency and provides them with the tools necessary to anticipate and proactively manage client behavior. Advisers will learn how to proactively identify biases such as overconfidence, loss aversion and several others in their clients.
Jay will introduce a simple and concise behavioral profiling instrument, Understanding My Client™, to help advisers identify and proactively address behavioral biases.
“Jay’s presentation did a fabulous job of not only educating on investor biases, but also provided tools to identify and correct common biases in clients. He took it a step further by explaining how to present these in a way that clients will actually hear and understand what the adviser is saying. A great program for our FPA chapter. Jay is a high caliber speaker that I endorse.”
Nicole Rosandich, Program Director, FPA Minnesota
“I am very impressed with Jay’s presentation not only because it better clarifies investors’ reactions to various market events, but also because it gives actionable steps advisors can implement in order to get clients to act appropriately given their risk tolerances and investment objectives.”
Greg Prokott, Invesco
“Jay is able to bring the topic of investor behavior out of the classroom and into the real world. The tools he has created allow for today’s financial adviser to not only understand why investors are irrational, but provides strategies to overcome our innate biases. I strongly recommend Jay’s work for anyone interested in a practical application to the study of behavioral economics.”
Brian Connelly, Jackson National
Jay’s Client List Includes…
Investment News Interview – Applying Behavioral Finance
The Behavioral Finance Guy – Overconfidence
Anchoring – The JC Penney Example
Jay is passionate about progress. Progression comes from learning – both from others and from our own mistakes. As an investor and advisor, he has made many mistakes and seen countless others make mistakes. He created The Emotional Investor to help others understand why we make those mistakes and learn correct perceptions so we can improve our future decisions.
To help advisors increase their value and coach their clients to make better financial decisions, Jay founded The Behavioral Finance Network and has created several behavioral applications for their business. In addition to speaking across the globe on the topic of investor behavior, Jay has published several articles in industry journals and wrote the Amazon best seller, The Emotional Investor: How Biases Influence Our Investment Decisions…and what you can do about it.
Originally from California, he now lives in the Twin Cities of Minnesota. He enjoys the change of seasons – the bitter cold and the warm sun…always something to look forward to. His family consists of his wife Lonni, daughter Janie, son Aaron and his British Lab, Willis.
Academically, he obtained a Bachelor of Science in Finance from San Jose State University and a Master of Science in Applied Economics from the University of Minnesota.
What type of messages are most effective during a crisis? And what type of messaging should be done all the other times to mentally prepare clients for the next one. Lots of real life examples used.
One of the primary desires of financial professionals is to differentiate themselves. To prospects, we all sound the same – we have a process, we care about clients etc… Yet there are a few things advisors can do to truly differentiate themselves and in a way that clients and prospects perceive. We discuss niche markets, websites and coaching.
In order to solve something, you first must identify what is causing the problem. The problem with investors is that they are their own worst enemies. Why? This presentation goes into detail about underlying drivers of financial decisions, and shares specific ways financial professionals can help improve investor behavior.
Prepares advisors to evolve their role into being a financial and behavioral coach to clients. Three specific coaching topics are discussed with specific and immediate application ideas. A five question communication assessment is introduced as well as a discussion on how to effectively communicate with various types of clients.
One of the greatest challenges for financial professionals is not designing the plan or identifying the correct recommendation. It is about keeping their clients from abandoning that plan. There are lots of distractions; lots of temptations for investors to act based on short-term stimuli. This presentation discusses specific strategies that professionals incorporate into the plan/strategy to improve investor adherence.
The meeting we all try to avoid, but occasionally occurs. The client is upset and letting us know about it. How do we respond? How can we make the most of the situation? How can we maintain our professionalism? We discuss ways to help upset clients know that “you get it”, empathize with them and work toward shifting the meeting to become both positive and productive.
Presented on behalf of financial advisors to their clients/prospects. Uses interactive and fun games to demonstrate how our brain takes shortcuts and how they often influence poor financial decisions. Provides specific steps to encourage a more thoughtful approach to decisions.