In a recent blog post by Morgan Housel of the Collaborative Fund, The Most Overlooked Trait of Investing Success, I was struck by this particular comment: “The most overlooked trait of investing success is communicating to your clients the softer and emotional side of investing. A knowledge of market history. An acceptance of volatility as a normal part of investing. That you can be wrong on half your investments and still do well over time.”
In today’s investor savvy environment, advisors are under increasing pressure to provide, as Morgan Housel described it, “clear and honest communication” to their clients about the investments they are making, the risks that they are taking and the returns they are getting. In turn, as manufacturers and distributors of funds, asset managers are under more and more pressure to distinguish their products and services. They must diversify relationships within their investment advisory networks and position themselves for the long-term.
Evolving beyond high-powered sales and marketing campaigns, asset managers must move up the advisory value chain and provide high touch consultative services to help their advisor networks better service their own investment customers.
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