Speaking on Investor Behavior

see clips from a recent presentation

Applied Behavioral Finance  *Most Requested Presentation*

The financial plan is the foundation to investing and making wise decisions. Keeping clients adhered to the plan, in the face of uncertainty and biases, is very difficult. There is always something doing better out there. Specific coaching principles (volatility, media) are presented and we discuss effective ways to teach these behavioral principles in a systematic fashion. Contact Jay
Target Audience: Client-Facing Advisors.

Investment Illusions  *New for 2023*

Based on my recent book, Investment Illusions: 12 Common Illusions That Can Sabotage Your Financial Success. This presentation is customized to include up to 12 illusions to discuss. I will work with the firm to select which illusions may be of greatest interest. A fun way to look at investor decision-making that reinforces the real value of an advisor. Great piece to combine with the book! Contact Jay
Target Audience: Client-Facing Advisors.

Differentiating Yourself as a Financial Professional

One of the primary desires of financial professionals is to differentiate themselves. To prospects, we all sound the same – we offer a plan, have a process and we care about clients. Incorporating a few behavioral finance principles will help advisors wow a prospect before the first meeting and be viewed as clearly different and superior to their competition. Contact Jay
Target Audience: Client-Facing Advisors.

Mindful Decision Making  *With a deliverable*

Investors tend to rely on intuition, excitement and gut feelings to guide their decisions. Mindfulness is not easy, but essential to improve our decision making. Attendees will learn how to incorporate mindfulness in their practice and create a Mindful Decision Checklist during the presentation to use with their clients. Enlightening discussion plus a deliverable! Contact Jay
Target Audience: Client-Facing Advisors.

Speaking Your Client’s Language

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 tool is introduced as well as a discussion on how to effectively communicate with various types of clients. Contact Jay
Target Audience: Client-Facing Advisors.

Messaging: Before, During & After a Crisis 

This presentation was created for advisors during the “COVID crash”. Specific examples are shared from actual advisor messaging prior to, during and after the crisis. The same principles apply to all crises. Attendees will learn what type of messages are most effective during a crisis, and proactive messages to mentally prepare clients for whenever the next crisis comes.  Contact Jay
Target Audience: Client-Facing Advisors.

Tackling Hard Meetings with Soft Skills

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. Contact Jay
Target Audience: Client-Facing Advisors.

Mind Games – The Original

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 and demonstrates how the advisor can be an integral part of the decision-making process. Contact Jay
Target Audience: Retail Investors

Mind Games – Winning By Not Losing

Learn the various ways our mind causes us to lose our cool, which can cause us to make financial mistakes. This is a fun and interactive discussion that addresses a few mental and emotional games our brain plays with us. Topics addressed include correlation, data analysis, fear and envy. It concludes with three ways to not lose our cool and highlight the value of working with a behavioral advisor. Contact Jay
Target Audience: Retail Investors


Sample Clips – Financial Planning Association of Minnesota, October, 2022.