Name: How to Reframe Risk When Speaking With Clients
Uploaded: 2025-02-19T20:00:00Z
Duration: 1 min 3 s
Description: “People almost always overstate their risk tolerance, especially when their spouse is sitting there,” says Kevin Myeroff, senior strategic advisor at Sequoia Financial Group, who explains how advisors can elicit better answers.

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“People almost always overstate their risk tolerance, especially when their spouse is sitting there,” says Kevin Myeroff, senior strategic advisor at Sequoia Financial Group, who explains how advisors can elicit better answers.

https://m.wsj.net/video/20250219/d0ae582b-95f9-459b-940d-ca2b5474c5e5/1/hls/manifest-hd-wifi.m3u8

How to Reframe Risk When Speaking With Clients

What I've learned doing this for almost 40 years now is that people look at risk as, the more risk you're willing to take, the cooler you are, the better person that you are, and so people almost always overstate their risk tolerance, especially when their spouse is sitting there, it's like, "Oh yeah, we could handle a 20% loss. That wouldn't even bother me for a second." Meanwhile, they'll be curled up in a fetal position somewhere if that would happen. So what I go to is, "What are your biggest fears about money?" And I want to hear, is it losing it? Is it how I'm gonna get it to the children and how much I should give to the children? Is it about volatility?

Is it not hitting a number, falling short?

Yeah, exactly, and so that leads to just much better answers, so when I'm creating portfolios, I could use the information they gave me, and when I talk about the portfolios, I'll talk about how it ties in to those dreams.

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