Behavioral Investment Counseling eBook
Behavioral Investment Counseling
This groundbreaking book – written during the millennial bear market of 2007-2009 – was the first fully developed practical application of behavioral economics to the careers of personal financial advisors.
Its essential premise is that the dominant determinant of long-term, real life financial outcomes isn't investment performance; it's investor behavior. And that, without empathetic but tough-loving behavioral guidance, the investor must ultimately fail, as human nature is programmed to do.
The book is therefore a complete system of ideas and language/scripts by which we can establish and maintain, in the minds of our clients, the awesome realization that their advisor's value proposition is entirely based on planning and behavioral coaching – and that benchmarks are completely irrelevant to lifetime investment success.
Table of Contents
Author's Preface
Introduction
Book One - Behavior Modification As The Advisor's Value
Chapter 1: Behavior Modification vs. Portfolio Management
Chapter 2: The Behavioral Advisor's Value Proposition
Chapter 3: The Value of Time
Book Two - The Behavioral Approach to Superior Lifetime Returns
Chapter 4: Six Steps to the Upper Reaches, Part 1
Chapter 5: Six Steps to the Upper Reaches, Part 2
Chapter 6: Six Steps to the Upper Reaches, Part 3
Chapter 7: Preventing Disaster Before It Happens: The Eight Great Behavioral Mistakes
Book Three - The Behavioral Conversation
Chapter 8: Advocating for the Value of Behavior Management
Chapter 9: Refining the Art of Principled Persuasion
Chapter 10: Q&A/Objections Handling: Principles and Practices
Chapter 11: Q&A/Objections Handling: Timing and Selection
Book Four - Behavioral Counsel in Seasons of Crisis
Chapter 12: Bear Markets: An Appreciation
Chapter 13: Bear Market Q&A: Turning Victims Into Opportunists
Chapter 14: The Retirement Income Crisis: A Behavioral Issue
Chapter 15: Retirement Income Q&A: Facts vs. Fears
Afterword
Appendix A: Two Letters and Two Charts
Appendix B: Bibliography and Resources
Nick's Resources for You and Your Clients
Acknowledgements
About the Author
Behavioral Investment Counseling is now available for purchase as a password-protected eBook. You will own the book in perpetuity, but will simply have to log into it with your email address and password which we will supply with your purchase confirmation.
Each eBook buyer requires their own purchase since the login will be the email and password indicated on the purchase receipt. So please purchase one eBook per person. If you are purchasing for multiple people, each one should be purchased separately.
Notes on how to access the eBook:
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Please note that Nick Murray's eBooks cannot be downloaded nor printed. You must be connected to the internet to read them. This allows us to protect Nick's copyrighted material.
We are not Amazon nor Barnes & Noble. Thus, you will find our process at this stage less than the complete book-buying experience theirs is. You will certainly own the book; you'll just have to log into it when you want to read it on your computer, tablet or smartphone. But it won't be downloadable to your computer, nor printable.
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