This post is part of our series on Financial Behavioral Insights from our Financial Performance in the New Behavioral Economy White Paper. The financial behavior insights will help you gain greater self-awareness for recognizing some of your own behavioral tendencies and also those of investors.
The Reserved Reflector
Patricia is a project manager who works on local government system projects around Atlanta, Georgia. She is married and has two children. Due to the nature of her occupation she has relocated several times and she and her family have just moved into Atlanta within the past three months. They have purchased a new home and are still getting settled. Patricia prefers to work with a financial advisor with whom she can email and only have face-to-face meetings when necessary. Patricia is 44 years old and she spends large periods of time traveling and tied up in projects. However, she wants an advisor she can stay in touch with by sending a regular email with the key information and structure conference calls when a key issue comes up for discussion.
Patricia is clearly a Facilitator with the dominant trait of being a “Reserved Reflector”. This means she tends to keep in her own world and interact with people only when needed. The Reserved Reflector will prefer to withdraw and research information. Although, when needed they can be very effective at interacting with other people.
When these reserved and reflective talents are used well the Facilitator will be good at digesting information and focusing on the matters at hand. They will be able to put the portfolio into compartments in their mind allocating money to investments with different levels of risk. Although, the downside of this is they can make it too structured not buying and selling investments in the “special purpose” accounts when needed.
Naturally focused and withdrawn people will be Facilitators who are “Reserved Reflectors”. They are able to think through issues well but will mentally account for their investments taking a calculated risk with that component they are prepared to lose and act with a fear of not having enough money.
Communication key: Allow them to retreat and think and do not overwhelm them with emotion around new ideas.
Further, a struggle for these Facilitators who are Reserved Reflectors is that they naturally have a fear of not having enough money for their retirement no matter how financially secure they are. This causes them to hoard their money with the result of not spending, giving or taking an investment risk when they need to. The good point is that they are unlikely to make a rash financial decision.
The advisor needs to be aware that the Facilitator who is a Reserved Reflector will not always give you a lot of feedback because they are processing information. Therefore, keep clam and do not push them too hard for quick response. Further, keep their confidence up that they will have enough money in the worst case situation. Ask the client: How do you gather new information? Tell me about how comfortable you are with spending money?
To read about additional client behavioral styles, download the full Financial Performance in the New Behavioral Economy White Paper.
What are your thoughts?