Goals-Based Wealth Management: An Integrated and Practical Approach to Changing the Structure of Wealth Advisory Practices

Chapter 5Mapping Institutional and Individual Issues

The first contrast we should draw is in the way in which the factors we identified as important for institutional investors affect individuals. Figure 5.1 recalls Figure 4.1 and adds a column to the right, in order to describe individual investors. Ostensibly, there is bound to be quite a bit of oversimplification in any such analysis. Yet, although I do not view it as conclusive, Figure 5.2 tells me that I need to dig further into the factors differentiating the needs of individual investors: just assuming that they are like institutional investors does not cut it. Later on, we shall look not at these factors per se, but at how they affect the way institutional and individual investors should approach setting their goals. Figure 5.3, at the end of this chapter, will summarize that work. It will show a strong parallel to Figure 5.1, but will be more practical, as it focuses on goals rather than the broader question of the nature of the two universes.

Figure 5.1 The Five Features of Institutional Investors and Individuals

Figure 5.2 Behavioral Portfolio

Figure 5.3 Institutional and Individual Ways of Defining Their Goals ...