Fear can be a powerful emotion that can cripple an investor’s ability to make sound investment decisions. Whether it’s fear of losing money, fear of missing out on potential gains, or fear of messing up, this emotion can lead to indecision and inaction in the market. How can investors overcome their fear of making investment decisions?

“Dialing up the FOMO (fear of missing out) isn’t a great technique for moving people forward. Clients are concerned about the FOMU (the fear of messing up). They’re less concerned about missing out on a golden opportunity. They’re concerned about making a decision that doesn’t pan out and having it reflect poorly upon them.” ~ Matt Dixon

In this episode, Steve talks with Matt Dixon, Founding Partner of DCM Insights. He is also a Wall Street Journal bestselling co-author of The Challenger Sale, The Effortless Experience, The Challenger Customer, and The JOLT Effect. Matt previously served as the Chief Product & Research Officer of Tethr and spent time as a Senior Partner and the Global Head of Sales Force Effectiveness Solutions at Korn Ferry Hay Group.

 

A speaker and advisor to corporate leadership teams in sales effectiveness and customer experience, Matt talks with Steve about his ‘aha’ moments in sales, the investor’s fears when making investment decisions, and how advisors can help clients overcome these fears.

 

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Steve Atkinson

Steven Atkinson

Managing Director, Advisor Relations

Managing Director, Advisor Relations with Buckingham Wealth Group. For 25 years Steve has helped advisors get into the RIA space and/or helped them grow by developing and sharing a variety of client experience best practices. Steve was an original architect of Buckingham’s Design Build Protect client experience process along with the Life Discovery and Feedforward programs. Steve is also an author of The Wealth Solution and 27 Principles Every Investor Should Know. Steve is a graduate of the University of Nebraska at Omaha with a Bachelor’s in Finance and Investment Banking. Steve currently splits his time between Omaha, NE and Edwards, CO with his wife and three daughters.