SPEAKING ON INVESTOR BEHAVIOR

In an age where AI can analyze portfolios faster than ever, the one skill it can’t replicate is human influence. This session helps advisors strengthen the one competitive edge algorithms will never match: the ability to guide human behavior. Attendees will explore how emotions, not data, drive most investment decisions, and how mastering behavioral coaching protects both clients and your business from reactionary mistakes.

You’ll walk away with actionable tools to help clients stay rational, confident, and invested—no matter what markets or headlines say.

Key Takeaways:

• Understand why the “rational investor” is a myth, and why that’s good for your business.

• Discover the Behavior Gap and how it silently erodes client outcomes and trust.

• Learn how to apply behavioral questions that reveal clients’ true motivators and blind spots.

• Reframe conversations around conviction, not prediction, especially when AI “second opinions” enter the mix.

• Gain perspective, conviction, and discipline—the three traits that separate great advisors from replaceable ones.

Markets are unpredictable, and so are investors. Decades of research show that people are predictably irrational—driven by unconscious biases that often sabotage long-term success. A Behavioral Policy Statement (BPS) is a formal document that sets clear expectations, outlines good investing behavior, and acts as a guide when emotions run high.

Key Takeaways:

• Understand why investors behave irrationally and the biases that drive poor decisions.

• Learn how to coach clients toward healthier investing behavior using behavioral finance principles.

• Discover strategies to mitigate irrational tendencies and reduce costly mistakes.

• Create a draft Behavioral Policy Statement to bring back and implement with clients.

By the end, attendees will leave with a practical framework they can use immediately to deepen relationships and help clients stay on track, no matter what the markets (or headlines) bring.

A financial plan only works if clients stick to it. This session equips advisors with practical coaching strategies to overcome biases, keep clients disciplined, and apply behavioral principles in everyday conversations. Attendees will leave with simple, repeatable tools to help clients make better decisions and achieve lasting success.

Key Takeaways:

• Recognize the behavioral biases that tempt clients to stray from their plan.

• Learn coaching principles to keep clients anchored when markets get noisy.

• Discover systematic teaching methods that make behavioral lessons stick.

• Practice ways to turn complex behavioral insights into simple, client-ready messages.

• Gain tools to differentiate themselves by offering what robo-advisors and AI can’t: real-world behavioral coaching.

Attendees will leave with actionable techniques to help clients stay disciplined, make better decisions, and achieve long-term goals—turning behavioral finance from theory into practice

From social media to sports heroes, influencers shape the way people think and act. Unfortunately, the media often drives investors toward impulsive and irrational behavior. Advisors have an opportunity—and responsibility—to become their clients’ most trusted financial influencer. By weaving behavioral coaching and psychological principles into daily practice, advisors can guide clients toward healthier, more rational decisions.

Key Takeaways:

• Understand the power of influence and how competing voices shape client decisions.

• Learn behavioral coaching techniques to strengthen their role as the steady voice of reason.

• Create a Mindful Decision Checklist to help clients pause, reflect, and make better choices.

• Position themselves as the go-to financial guide, rather than letting media or market noise lead clients astray.

• Build trust by showing clients that true influence comes from empathy, wisdom, and consistency.

Every investor is vulnerable to illusions — beliefs that feel true but lead to costly mistakes. From chasing what’s hot to believing “this time is different,” these illusions can quietly sabotage financial success. This engaging presentation reveals the most common investment illusions and shows how advisors can use them to spark meaningful conversations, reinforce discipline, and highlight their true value.

The content is flexible: up to 12 illusions can be customized to fit the audience, making the session highly relevant and practical. Advisors will gain talking points, client-ready examples, and tools they can immediately apply.

Key Takeaways:

• Explore 12 common investment illusions that undermine rational decision-making.

• Learn how to spot illusions in real-time and coach clients through them.

• Discover fun, relatable ways to engage clients in behavioral conversations.

• Reinforce the indispensable role of the advisor in helping clients avoid costly mistakes.

• Receive a complimentary copy of Investment Illusions for further insights (purchased by sponsor at cost and distributed at the sponsor’s booth).

Our brains are wired to take shortcuts, and while that helps us survive, it often leads to poor financial decisions. This presentation—designed for advisors to deliver directly to their clients or prospects—uses engaging, interactive games to reveal how biases and mental shortcuts distort decision-making. By making behavioral finance fun and relatable, advisors position themselves as an indispensable partner in the decision-making process.

In this session, investors will:

• Participate in interactive demonstrations that highlight common cognitive biases.

• See firsthand how mental shortcuts lead to overconfidence, loss aversion, and irrational decisions.

• Learn practical steps to slow down and make more thoughtful financial choices.

• Understand the value of their advisor as a guide who brings clarity in moments of uncertainty.

• Leave with a memorable experience that strengthens trust and reinforces the advisor’s role in long-term success.