Clients, for the most part, want to invest more in the market, according to advisors. Most of the survey’s respondents, 80 percent, said that their clients want to invest more.
“The advisor’s job is to take a rational approach on the other side from investors,” says Diehl. “These emotions are usually queued because the market has been more positive, and clients tend to want to buy high and sell low. Advisors are almost prone to looking at these emotions from a contrarian point of view, clients not so much.”