Wednesday, November 7, 2012

Announcing new behavioural techniques webinar series for finance professionals

As someone who has worked in finance, I know only too well that the numbers don't always speak for themselves.  

In fact, now more than ever finance professionals have to influence their customers and stakeholders to take action and that means knowing how to influence behaviour.  

That's why I've created 5 self-contained webinars for finance professionals. Learn to how to navigate the maze of human behaviour using techniques from behavioural science that will make a difference to how decisions get made, and make a difference to your career success.


Structured over 5 self-contained sessions, the Buyer Behaviour coaching for finance professionals is perfect for people who specialise in influencing financial decisions, want to gain advantage for your business and who need the flexibility of a program that works around your business demands.

By the end of each webinar you will be ready to apply new behavioural techniques in your business.

Each webinar is self-contained which means you can choose to attend one, multiple or all sessions.  What a great way to get CPD hours!

Topics in brief
  1. Walking away: Why we hold on too long to bad investments Fri 30 Nov 2012 
  2. Mental accounting: why money means different things in different contexts  Fri 7 Dec 2012
  3. Information biases: why we have a blinkered view of information Fri 14 Dec 2012
  4. Number psychology: why presentation matters  Fri 11 Jan 2013
  5. Calculating gains: Why gains that are short-term and separate are more persuasive than those longer-term and combined  Fri 18 Jan 2013 
More information about each session is included below.

How the sessions work
Scheduling: webinars are 30 minutes and will run on the stated date. Recordings of each session will be available to registered participants.

 Content:  Each session will include;
  •  Definitions of key behavioural principle(s)
  • Illustration of principles in action
  • Time for question and answers
Flexible pricing
Pay as you go:  The webinars are available on a pay-as-you-go basis at $125 (incl gst) per session.  ***November special: Book before 29th November and pay only $50 (incl GST) per session.  Quote promo code "November" in the registration form***

Request your seat
Registrations are now open and limited to 25 participants.
  1. Walking away:  Fri 30 Nov 2012  Book now
  2. Mental accountingFri 7 Dec 2012 Book now
  3. Information biases:  Fri 14 Dec 2012 Book now
  4. Number psychology:  Fri 11 Jan 2013 Book now
  5. Calculating gains:  Fri 18 Jan 2013 Book now

Details of sessions
Session 1. Walking away: Why we hold on too long to bad investments 
Friday 30 Nov 2012   11am - 11.30am 
We are all prone to hold on to something too long.  Suits that don't fit anymore, shoes that hurt to walk in, and of course investments that we should have ditched long ago.

As a finance professional you encounter this behaviour all too often. It may be a client who just won't sell bad shares, a client who simply can't be convinced to move to better performing options, or a stakeholder who refuses to close down a project that has no hope of generating a return. The numbers don't lie, but rational analysis is not what's holding your customer back.

In this webinar, we'll use behavioural economics to unmask the secrets of why people hold on too long to bad investments and what you can do to break through. 

Session 2. Mental accounting: why money means different things in different contexts    
11am - 11.30am Fri 7 Dec 2012

When Hungry Jacks ran a $2 Groupon deal for a $6.95 meal package they received over 120,000 downloads in three hours.  When ATMs started to carry a warning about a $2 fee for 'foreign' bank transactions, activity plummeted from 50% to 40%.  If $2 can change behaviour, imagine what larger amounts can do! 

If you've ever wondered why some people like rebates whilst others prefer discounts, why money for utility bills is treated differently to money for entertainment, then this webinar is perfect for you.  Learn why 'mental accounting' matters and what it means for you when you are influencing your customers or stakeholders to take action.

Click here to register for Session 2

Session 3. Information biases: why we have a blinkered view of information 
Fri 14 Dec 2012  11am - 11.30am 

Ever found that your client or stakeholder seems only to hear information that supports their position and ignores anything that is contradictory?  We are all prone to Information Biases; filters that distort, accept or reject information according to our view.

As a finance professional, the challenge is how to understand and deal with these biases so that your client or stakeholder makes the most appropriate decision. Join me for this important webinar and learn how to address biases.

Click here to register for Session 3

Session 4. Number psychology: why presentation matters 
Fri 11 Jan 2013  11am - 11.30am 

A number is a number, right?  Well, no.  After all, we prefer 97% fat free yogurt rather than yogurt with 3% fat!  How you present a number can have dramatic ramifications for how your audience receives it, so rather than leaving it to chance, why not learn the techniques to use when sharing information?

Join me for this webinar on number psychology where you will learn about framing and anchoring numbers to maximise your communication.

Session 5. Calculating gains: Why gains that are short-term and separate are more persuasive than those longer-term and combined  
Fri 18 Jan 2013   11am - 11.30am 

Seems strange doesn't it?  When people receive two smaller gains rather than one gain of the same amount, they are more satisfied.  Time horizons and frequency of reward can have significant impacts on your customer or stakeholder's behaviour.  If you are in the business of convincing people to buy financial products like shares, annuities or superannuation, or advising your workplace on how best to incentivise staff then these concepts become hugely significant. 

Join me for this webinar to understand the behaviour of gains.

More information
If you have any questions or would like more information, simply email

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