High-Net-Worth Psychology: Finding, Winning and Keeping Affluent Investors

by Russ Alan Prince, Karen Maru File

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.

Genres: Business

287 pages, Paperback

First published June 1, 1999

Reviews

[Barbara Bradley · Rating 2 out of 5]

I do not typically say this about books, but in this case I feel that "An Idiot's Guide to High Net Worth Psychology" would be a more appropriate title. Written in an EXTREMELY elementary style the work is characterized by double-spaced sentences, large fonts, large breaks between paragraphs, and very simple sentences that a child can easy comprehend. This style makes you feel as if its reader is expected to be intellectually challenged. I understand that this book is based on a case study, and is intended for (and has a proven success rate) aiding financial advisors in the recruitment of affluent investors. However, coming from an academic background in the luxury sector I must say that I was quite disappointed in this work as it BARELY scratches the surface when it comes to what makes a high net worth individual tick. In fact, its overall content can be limited to about 5-8 pages. It lays out the rudimentary psychological foundations of the subject by discussing the different investor personalities but does not go beyond that. These basics is all that the book has to offer. I would recommend reading it if you are looking to get a general idea of the kind of affluent investors out there and in the kind of style you should speak to each one but nothing beyond.