Interestingly, the value of perceived control is not matched by the advisers’ perspectives, with only 48% regarding it as an important emotional benefit for their clients. This discrepancy highlights a critical gap between client expectations and adviser recognition.
Clients' desire for control can often lead to psychological biases that impact their financial decision-making. Natallia Smith, principal adviser at TruWealth, identifies overconfidence in financial literacy as a common pitfall. Clients with such biases might feel capable of managing their own financial matters based on past experiences, which can hinder effective collaboration with advisers.
Smith emphasises the role of advisers in managing these biases, comparing their interactions to the ongoing relationship one might have with a personal trainer. This involves continual engagement and reinforcement to mitigate negative psychological behaviours.
Approaching this challenge requires advisers to engage clients in recognising their biases, which can be facilitated through understanding individual client profiles. For instance, data-oriented clients, like engineers, may respond well to quantitative evidence, whereas others might be more receptive to narrative approaches explaining the consequences of biases.
Smith points out the importance of comprehensive client analysis, similar to psychometric testing, to tailor financial advice effectively. Other identified biases include resistance to external advice, impulsive spending, and fear-driven choices. Helping clients articulate their financial goals involves asking probing 'why questions' to understand the underlying motivations fully.
Respecting clients' desires for control, advisers should assist in establishing systems to counteract biases, such as creating designated accounts for clients with impulsive spending tendencies. Smith suggests viewing advisers as coaches, facilitating behavioural training to ensure adherence to financial plans and awareness of personal biases.
Smith concludes that advisers bear the responsibility of encouraging clients to persist in their financial management efforts, providing both motivation and the necessary checks to prevent complacency.
