Using state-of-the art research, the authors probe the psychological reasons why the wealthy invest the way they do. The framework of nine investor psychologies enables advisors to position and sell financial products ranging from mutual funds to managed accounts more effectively than ever before. Insights on prospecting and asset capture round out the book.
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Editorial Reviews
Review
"A superb new book for every advisor who wants to achieve their next level of success with high-net-worth clients. Understand the psychological obstacles that stand in your way and learn how you can build a great business by assisting HNW clients to reach their financial goals." -- John Bowen, Jr. Reinhardt Werta Bowen
About the Author
Russ Alan Prince
Russ Alan Prince is President of Prince & Associates, a research and consulting firm with expertise in the affluent market for financial services. He is known for his regular research contributions to On Wall Street, Financial Planning Magazine, Institutional Investor's Private Asset Management and National Underwriter. Recent clients of the firm include Morgan Stanley Dean Witter, Fidelity Investments, and Prudential Securities.
Karen Maru File
Karen Maru File is Associate Professor of Marketing at the University of Connecticut, where a major area of her research has been the marketing of financial services. She is also a principal in Prince & Associates. Her academic research has been published in over two dozen journals including the International Journal of Bank Marketing, Services Marketing, and the Journal of Business Research.
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Most Helpful Customer Reviews
11 of 12 people found the following review helpful:
2.0 out of 5 stars
One idea repeted over 288 pages,
By Alberto Cirillo (USA) - See all my reviews
This review is from: High-Net-Worth Psychology: Finding, Winning and Keeping Affluent Investors (Paperback)
The authors have one good point about high-het-worth psychologythat is repeted over and over again. The book is written for loweducation readers. It is written double spaced just to increase the number of pages (?). I would not recommend this book to a friend.
6 of 6 people found the following review helpful:
5.0 out of 5 stars
Required reading for brokers wanting wealthy clients,
By A Customer
This review is from: High-Net-Worth Psychology: Finding, Winning and Keeping Affluent Investors (Paperback)
Everyone is talking about wealthy investors. Until this book, no one was showing brokers how to reach wealthy investors. Everybody else is just giving answers that aren't actionable. It was all talk and there wasn't a thing a broker could take back to the office and use to make money. Also, until this book no one was talking about the money management business. I only care about wealthy investors. I don't care about their interest in cars or boats. That's all this book is about, wealthy investors. It explains how the way wealthy buy investments and what a broker can do to be successful working with them. It shows brokers how to reach the wealthy and make them clients. It works.
7 of 8 people found the following review helpful:
5.0 out of 5 stars
Essential reading for private client money managers,
By A Customer
This review is from: High-Net-Worth Psychology: Finding, Winning and Keeping Affluent Investors (Paperback)
As a managing director of a botique money management firm catering to private clients and smaller institutions I have never before found anything with the insights contained in High-Net-Worth Psychology. The most powerful feature of the book is its practicality. It lays out how to be successful in the private client business. It's not about running the money. It's about running the clients. The only drawback is that the authors are a little long winded. Aside from that, it's a great read and I highly recommend it.
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