YOUR PRACTICE – How investment advisers can win DIY clients

Aaron Rubin counts many formerly self-directed investors among his clients at Werba Rubin Wealth Management in San Jose.

Usually, Rubin notes, these investors come in when they’ve made a disastrous investment, or when they have a health scare, and they realize there’s no co-pilot aboard.

“They show up after they realize they did damage, or when there’s a crisis,” Rubin said. “Then they say, ‘I just need help.'”

A recent survey from Market Strategies International showed that self-directed investors often need more help than they realize. They tend to trade less frequently, have less money overall. They may often have an inappropriate portfolio mix, the research – admittedly, done by a firm that frequently consults for the advisory industry – showed.

In short, inside every self-directed investor is a client who needs an adviser.

Read more from Reuter’s here.


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