In reading an article in the Wall Street Journal, “Economic Policy ‘Nudge Gives Way to Shove” it again became apparent that economic pain is substantially more relevant on an individual basis – for individual clients and their trusted advisors.

The Obama administration naively thought that institutions would feel consumer pain and alter their policies and practices so that the individual consumer would be able to make suitable and rational financial decisions. If only consumers could benefit from what the Administration proposed to be “plain vanilla offerings” consumers would not be victims of institutional lack of transparency and self-serving products and policies. To that end, the administration thought public shame and exposure of these self-serving practices would alter the institutions’ behavior shaming them into adopting the administration’s suggestion of “plain vanilla” offerings. Ah, such naïveté.

What Obama et al have learned is that “institutional decision-making” is not driven by emotions such as shame, pain, and empathy for others. Rather it is much closer to rational economics; i.e., profit is profit and there is nothing personal or emotional about it. Shame is not part of the equation for institutions, says the Wall Street Journal.
So if this is true, it seems more relevant than ever for individual financial advisors to set themselves apart and deliver services which enable their clients to understand what’s most suitable for them and their individual situations.

In this economic climate, consumers are highly anxious and are experiencing a crisis of trust. Some feel that they are over-reacting in their distrust and falsely accusing all financial professionals; i.e. guilty by association. So, advisors who have always been empathetic and ethical are guilty by association. This is unfortunate.

More than ever, it appears that consumers need ample time for understanding what products are suitable, building confidence and trust in the advisory process. Most importantly, they need a sense that their individual situation will be understood and that products will be transparent and tailored to their needs. This isn’t news.

There are plenty of financial professionals delivering such services but unfortunately many consumers don’t trust themselves in knowing when and whom to trust. When asked how they would know that they had found such a trusted financial advisor, most agreed that they’d know because their individual situation would be understood and that this advisor could work with people like them.

This is the central theme of my work, www.financialpsychology.com.