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Behavioral Investment Counseling, by Nick Murray
Download PDF Behavioral Investment Counseling, by Nick Murray
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273 pages
- Sales Rank: #52052 in Books
- Published on: 2008
- Number of items: 1
- Binding: Hardcover
Most helpful customer reviews
18 of 18 people found the following review helpful.
Good book for professionals
By Deckman
I'm not sure about the current price of the book being $85. But it is worth from my point of view.
This book walks through the in's and out's of the conversation with clients about the value add we bring to the table for them as professionals who manage their money.
Currently Nick Murray has turned into a annuity evangelist but this book is written before all that. This book helps to set up the client relationship in the right light.
Chapter 1-3 are where the real meat is. He steers advisers clear of the traps many professionals try to sell themselves as stock pickers and market timers. Nick suggests those aren't sustainable and not even true.
He gets down into the nitty gritty of how to talk with them, what to avoid saying and what words are going against this approach. He thinks bottom line the value you bring as investment manager is keeping investors from doing dumb things. The evidence the average equity fund for 20 years preceding 2007 10.81% but the average investor earned 4.48% from fear and greed investing.
2 of 2 people found the following review helpful.
Gamechanger for Financial Advisors
By B. Ferguson
The main way (IMO and in the opinion of the author) that financial advisors add value to their clients is by improving investor behavior (behavioral coaching)... the sooner that advisors realize this--regardless of qualification--the better off they and their clients will be. Studies have shown that selection and timing do not add meaningfully to investor outcomes, it's the asset allocation that matters and the advisor's job to get their client to focus on the long-term. We all think we are "above average" and can outperform if we use different investments at different times, but this doesn't work reliably even if we think we are being wise. I am a CFA, so this realization was hard to come by.
Chapter 3 focuses in on Time. Since advisors (or firms with thousands of employees and supercomputers) cannot outperform, then why do they spend copious amounts of time on macroeconomic research, fund selection, or agonizing over timing decisions which in a best case scenario add 1% (but will probably detract)? Time should be spent in front of your clients educating and preparing them to use the principles and practices that the book espouses. I firmly believe this and am implementing this in my practice.
2 of 2 people found the following review helpful.
Nick Murray is manna from heaven. For over twenty ...
By Dan Witham
Nick Murray is manna from heaven. For over twenty years I have read his books and followed his sage advise. Any and all financial advisors would do well to read all his books. Not just this one, all of them. He teaches you to focus on what's important rather than statistics and charts. He teaches you how to touch people in a way that compels them to take action.
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