Take nothing for granted! Two articles which at the very least should make you stop and think for a moment - the most effective advice style and relying on your judgement without testing its validity. Paul Resnik plans to attend the PFS conference and he is organising a Voyant/FinaMetrica workshop. Lookout for your invitation.

 FinaMetrica Risk Profiling


Selling Is Not About Relationships

Every now and again we come across research that stands conventional wisdom on its head. Whilst not directly advice-oriented this Harvard Business Review blog's conclusion is worthy of consideration. It details five different sorts of sales relationships and argues that one stands out. 'Challengers' dramatically outperform the other profiles and dominate the high-performer population. Challengers teach their customers. They focus on insight, bringing a typically provocative perspective on the customer's business. Challengers tailor their sales message to the customer and Challengers take control of the sale. Click for HBR Blog.




Guest Blog: Why Pilot Financial Planning Selected FinaMetrica

Understanding a client's risk tolerance is clearly a key element of the professional financial planning process, in addition to being an established part of the ‘Know Your Client’ responsibilities. Ian Thomas outlined the three main criteria used to validate his selection of a risk tolerance assessment tool:

  • Independence of the tool and provider;
  • Credibility of the questionnaire;
  • ‘Fit’ with our overall advice process.

Click for full Blog. Do you have an interesting story to contribute? Please send it to nicki.potts@finametrica.com.


Don't Blink! The Hazards of Confidence

This is a must-read! Behavioural finance guru and Nobel prize winner Daniel Kahneman’s views about the dangers of overconfidence. "It afflicts us all. Because confidence in our own judgments is part of being human." The article is adapted from his new book, Thinking, Fast and Slow, which is available in the US and at Amazon, and soon elsewhere … another must-read! Click for NY Times article.

For some great information and free reports, visit us at www.riskprofiling.com.

 

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