How Nobel Prize-Winning Insights Shape Client Behavior

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In the last fifteen years, the Nobel Prize for economics has twice been awarded for research in the field of behavioral insights – Daniel Kahneman in 2002 and Richard Thaler in 2017. And a third Nobel Laureate, Robert Shiller, is also associated with research that challenges the rational view of investor behavior.

In this 60 minute webinar, Dan Richards will outline how advisors can tap into behavioral insights to improve decision making by existing clients as well as to attract new clients. In this webinar, Dan will touch on:

• Kahneman’s work on mental shortcuts
• Thaler’s research on how defaults can improve client behavior
• Robert Shiller’s insights on the importance of narratives

As well as:

• The benefits of delaying decisions
• Why pre-commitments can get you in front of prospects
• The impact of shifting timeframes on client preferences
• How peer comparisons can shape client decisions

Dan Richards will answer attendees’ questions during the webinar and will be available to continue the discussion on APViewpoint.

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CE Credit 

CFP Board® has approved many of our live webinars for one hour of CE credit towards the CFP® certification. If you provide the required information during the webinar registration process and stay for the entire LIVE session we will report your attendance to the CFP Board®.

Investments & Wealth Institute has accepted many of our programs for one hour of CE credit towards the CIMA® and CPWA® certifications. If you provide the required information during the webinar registration process and stay for the entire LIVE event, we will report your attendance to the Investments & Wealth Institute. If you watch the ON-DEMAND event please email us at [email protected] for the webinar ID to self-report your attendance.

CFA institute allows for CFA Institute members to self-report LIVE and ON-DEMAND webinars for CFA® and CIPM® CE credit

Speakers

Dan Richards

Dan Richards is one of the leading authorities on today’s changing investor mindset and on what it takes to build deep relationships with existing clients and to attract new ones. In that role he’s challenged and engaged advisors at top rated talks in the United States, Europe, Asia and Australia.

A 30 year veteran of the investment industry, since 2009 Dan has written widely followed articles for Advisor Perspectives and is also author of the international best seller Getting Clients Keeping Clients, winner of LIMRA’s award as the best resource for client communication.

In the 1990s Dan built companies that were sold to a prominent research firm and to a leading publishing conglomerate. In 2002 he was recruited to serve as CEO of a broker dealer with 3500 advisors, where he led a team that stabilized the firm’s situation and in 2004 led its sale.

Dan holds an MBA from Harvard Business School and is an award winning faculty member in the MBA program at the Rotman School of Management, ranked among the top 10 global finance schools by the Financial Times. Dan sits on the board of four charities and for the last 10 years has co – chaired a dinner that has raised $2 million for a children’s home in Tanzania that he encountered during a climb up Mount Kilimanjaro.

Robert Huebscher
CEO and Founder
Advisor Perspectives

Robert Huebscher is the founder and CEO of Advisor Perspectives and serves as its editor-in-chief. He is a frequent speaker at industry conferences and has written extensively on topics including investment management, portfolio construction, financial planning and global economics.