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Overconfident investors were found to be more likely to seek recommendations from financial advisors but less likely to hand over trading discretion.
Some of today’s investors display overconfidence, defined as the belief that they know more than they actually do. The topic under investigation was whether overconfident investors seek professional advice, and if they do, what type of relationship they prefer with their advisor.
The study of overconfidence is important because this mindset has been linked to suboptimal investment behaviors such as excessive trading, market timing, and a lack of diversification within portfolios. If individuals do not rely on professional advice, then the industry must find alternative ways to help these investors make better decisions. On the other hand, if these individuals do use professional advice, advisors need to understand their preferences for working together.
Among a sample of 1,203 U.S. adults, overconfident investors were more likely than other investors to make investment decisions based on a professional’s recommendation. While this result may seem counterintuitive, asking for help requires a high degree of self-confidence. We also found that while overconfident investors rely on professional advice, they are less likely to grant their advice trading discretion compared to other investors.
Overconfident investors are likely to use a financial advisor but want to retain the last word when it comes to investment decisions. Advisors who run discretionary, fee-based businesses may need to initiate relationships with overconfident investors with a traditional brokerage account. As trust builds over time, these investors may grow more comfortable with the prospect of relinquishing investment control to their advisor.
Source: Sommer, M., & Lim, H. (2022). Financial knowledge and the relationship with using professional investment advice and granting trading discretion. Journal of Personal Finance, 21(1), 62-77.