Surviving Market Volatility: Advisors Must Manage Clients’ Emotions

Volatility is cited as the largest threat to the financial markets and 73 percent of advisors involved in the Natixis Investment Managers 2018 Global Financial Professionals Survey believe this will affect performance. Close to 90 percent believe their primary role is to help clients get through the emotional roller coaster – and their success increasingly hinges on this skillset as economic uncertainty rises.

Other noted concerns include asset bubbles, geopolitical events, unwinding of quantitative easing, interest rate increases, a low-yield environment, regulation and currency fluctuations.

Holistic approaches to wealth management and client relationships are essential, as the recently updated CSA guidelines suggest. Moreover, research shows it’s not just about the numbers: managing clients’ emotions is key for continuous success in the financial advice industry.

Advisors anticipate emotional client reactions in response to these factors, and 87 percent believe their role, first and foremost, is to ensure that investors don’t make investment decisions based on emotion, and to guide them through it.

A holistic approach is also required when it comes to navigating the tax and financial repercussions of other life events, which 74 percent believe is a central part of their role.

Providing ongoing financial education to clients is of utmost importance, according to 71 percent of advisors. Also of note, identifying and helping clients achieve life goals (65 percent), and mediating family financial affairs (42 percent).

This is where a Real Wealth Management strategy drives successful relationship management for advisors striving to be client-centric in their approach, while addressing these key needs. Advisors who enhance their education and expand upon their existing skillsets by taking this unique Designation Program will learn how to lead a multi-stakeholder team of professionals, and help family units preserve and grow their wealth over the long term. Enhance your education now, as statistics prove that these skills will be required to meet the expectations of clients over the upcoming years.

Additional educational resources:

1. Want to reach new heights in your career? Leadership training will help you meet the evolving demands of your clients, as dictated by the markets and their emotional needs. Enroll in the Executive Business Builder Program, or register to attend the Executive Business Builder Retreat.
2. Do you work with investors and small-business clients? Then you don’t want to miss the fall CE Summits!
3. Give your clients an essential resource that will help them navigate their financial choices – and emotional responses – through all life stages. Pick up your copies of Essential Tax Facts, by Evelyn Jacks, to share today!

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