When a client remains truly reluctant to place money in the market, Dias looks for ways they can get better returns but that won’t cause a client too much psychological distress. His strategy echoes Littell’s: “Maybe we can go with something that has a fixed interest rate for a number of years [like an annuity],” he says.
What would Dias do if Navinder Singh Sarao were his client? “I would show him: You have enough money that you don’t have to pinch for a late lunch, you can afford your own apartment, and here are the benefits of that based on your overall income.” But for the moment, Sarao continues to live rent-free, in London’s Wandsworth prison.