
The study of behavioral finance has significantly enhanced our understanding of real-world financial behaviors, and (in the process) has given advisors insight into the underlying behavioral biases that cause clients to make not-always-rational decisions. Yet while examining the irrational behavior of individuals in the context of personal finance, behavioral finance focuses mainly on how individuals behave but doesn’t always do a great job explaining why they make the choices and have the biases that they do, nor in particular what financial advisors should actually do about those behaviors. Thus, while academic research on behavioral finance has imparted value to the financial planning industry, it still has a tendency to fall short when it comes to providing effective, practicable applications that advisors can bring back to their firms.
In this guest post, Jay Mooreland – Founder of The Behavioral Finance Network in Saint Paul, Minnesota – examines the challenges financial advisors face in actually implementing behavioral finance concepts effectively with their clients, and how advisors can instead use behavioral coaching not only to help clients stick to their plan but also as a way to differentiate themselves from other advisors.
One of the most common challenges with the actual application of behavioral finance is dealing with the overabundance of ‘noise’ described as ‘behavioral finance’ presented by experts and non-experts alike, which frequently offers little value to the financial advisor who isn’t just trying to understand what biases may be causing their clients to behave the way they do, but who are trying instead to help their clients change their behavior and actually stick to an agreed-upon financial plan by managing the influence of those irrational behavioral biases. As the recent market volatility from the coronavirus pandemic illustrated, simply ‘knowing’ that clients may be exhibiting behavioral biases that make them want to sell at the market bottom didn’t itself do much to talk them off the ledge.
Instead, behavioral coaching can be an effective way to help clients make better choices if done proactively and consistently. And notably, while education is a key factor in behavioral coaching, the best coaching support won’t come from advisors who just provide their clients with facts and rational statements, but will instead be more likely to come from advisors who also understand the importance of message timing (i.e., when a client would most benefit from certain ideas, which depend not just on the economic environment or current legislative landscape, but also on what is happening in the client’s own personal, financial, and emotional life), and how best to deliver the messaging (e.g., crafting messages that are easy, smart, and fun) so as to effectively stick with a client.
Advisors can also employ the principles of behavioral finance to connect and engage with clients and prospects to grow an advisor’s business, as it is critical for financial advisors to use appropriate framing (i.e., advisors can communicate most successfully when they keep the client’s point of view in mind, versus relying only on their own perspective) and understand how clients will perceive and interpret the messages they convey. Furthermore, messaging and communication that incorporate psychological factors (e.g., emotionality and connection) will generally tend to be more impactful in influencing clients’ behaviors than rationality and logic.
Ultimately, the key point is that while behavioral finance research may have limited application for financial advisors looking for practical ways to directly help their clients, advisors can use behavioral finance principles to effectively help their clients make better choices and stick to their plans with a more coaching-oriented approach. Furthermore, principles of behavioral finance that emphasize proper framing and the psychology of communication can help advisors differentiate themselves with value headlines that are personal, impactful, and that connect effectively with clients.