Sitting on excess cash can be the most costly investment decision your clients make. An investor with a moderate risk portfolio in a globally diverse multi-asset-class 'optimum' portfolio, can expect to see returns over cash of between 4-5% per year. However, merely disclosing such stats moves next to nobody to move out of cash and into the markets. Because the reasons people stay in cash are behavioural, the tools to help them get comfortable enough to invest must be too.
In this guide you will learn about:
- The most important reasons clients don't invest as much as they could (and should)
- The behavioural principles behind turning discomfort and disinterest into engagement
Ten techniques to encourage your clients to increase their investments with comfort and confidence