Investment Decisions Require Both Competency and Chemistry
Tuesday 12 April 2011
SEI’s latest poll of individuals with $5 Million in investment assets clearly articulates why chemistry is important as well as competency.
68% of those surveyed said emotions get in the way of making the best investment decisions. Yet 83% said more objective factors, past experience or analysis also influence their investment decisions.
Interestingly, this need for balance of chemistry and competency is further reinforced by how they measure success: 54% said personal goal achievement while 46% said rate of return.
Knowing this information and not using it is just the same as not knowing it. Thus are you focused on developing right brain engagement with your prospects and clients? Are you discussing their passions and interests? Is your technical expertise balanced by showing a personal interest in them? All the time? Every time?