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In this course, you will learn about the role of behavioural finance in financial decision making. You will discover how common psychological traits such as cognitive biases and limits to rationality can lead to poor financial decisions. We provide a behavioural assessment tool you can use to identify your clients’ behavioural traits and preferences, which will enable you to offer personalized advice while focusing on your client’s goals. The course will empower you with insights into better decision making and lead to more successful client interactions.

What is the course syllabus?

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Lesson 1: Why Behavioural Finance Matters to You and Your Clients

  • Overview of Behavioural Finance
  • Understanding Behavioral Finance
  • Applying Behavioural Finance Principles

Lesson 2: The Shortcuts We Take: A Look into Bounded Rationality and Heuristics

  • Decision Making and Bounded Rationality
  • Mental Shortcuts: Heuristics

Lesson 3: The Psychology of Decision Making

  • Emotional Factors
  • Bounded Self-Control
  • Framing and Choice Architecture

Lesson 4: Key Factors Impacting Client Behaviour

  • Prospecting
  • Onboarding

Lesson 5: The Risk in Assessing Risk

  • Risk Aversion Versus Loss Aversion
  • Stated, Revealed, and True Preferences
  • Static Versus Dynamic Risk

Lesson 6: Building Behaviourally Suitable Portfolios

  • Behavioural Risk Profiling and Financial Planning
  • Working with Financial Goals
  • A Case Study: Fatima and Mary

Lesson 7: Acquiring

  • Prospecting and First Meeting
  • Understanding Client’s Money Mindset
  • Value – Behaviour Alignment

Lesson 8: Onboarding

  • Integrating Know Your Client with Client Know Yourself
  • Behavioural Personality-Based Communication Strategies
  • Taking the Next Best Action

Lesson 9: Servicing

  • Helping Clients Stay on Track
  • Moving from Nudging to Making Informed Choices
  • Making Your Business Human Compliant