Toward A New Science Of Private Client Psychology

By Mark Barnicutt on June 2, 2010

The attached article by Charlotte Beyer (Founder & CEO, Institute for Private Investors), which appeared in the November/December 2009 issue of CFA Magazine, reviews how a new science of private client psychology would examine how trust and faith are at the core of the private client–adviser relationship.

As Ms. Beyer explains, a client’s level of trust and faith is critical for an adviser because it has a correlation of 1 with client retention. When client expectations match the client experience, the risk of losing that client is minimal. Thus, ensuring a successful and profitable private–client relationship depends on a solid understanding and implementation of client psychology.

To read this article, please click here.

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