Table of Contents

Preface xi Introduction 1 PART 1 WHY DO WE NEED TO LOOK AT INVESTING DIFFERENTLY? 7 Chapter 1 Freedom in the Market and Advisor Responsibility 9 Chuck Widger The Financial Markets 10 What We ve Been Up to as Advisors 15 What Investors Really Want and Need 18 A New Investment Advice Delivery System 26 Brinker Capital and Personal Benchmark 29 Summary 45 References 46 Chapter 2 Investor Emotions and Financial Decisions 49 Dr. Daniel Crosby The Origins and Evolution of Behavioral Finance 50 The Myths of Efficiency and Rationality 52 A Definition and Framework for Behavioral Finance 57 Summary 77 References 79 Chapter 3 Risk, This Time It's Personal 83 Dr. Daniel Crosby Fallacy 1: Risk and Return Are Systematically Correlated 85 Fallacy 2: Investors Have a Single, Static Level of Risk Tolerance 90 Fallacy 3: One Man s Risk Is Another Man s Reasonable Probability 96 Behavioral Risk and You 102 Summary 104 References 105 PART 2 WHAT IS THE PERSONAL BENCHMARK APPROACH? 107 Chapter 4 Brinker Capital's Multi-Asset Class Investment Philosophy 109 Chuck Widger A Brief History of Investing 110 Our Multi-Asset Class Investment Philosophy 119 Applying Our Philosophy 122 Implementing Our Philosophy 137 Summary 151 References 152 Chapter 5 The Power of Buckets 153 Dr. Daniel Crosby Intentional Framing 158 Framing with Purpose 160 Mental Accounting for Increased Rationality 161 Goals-Based Mental Accounts: A Case Study 164 Summary 166 References 166 Chapter 6 Selection of an Active Investment Manager 169 Chuck Widger Passive versus Active Management 170 The Successful Investment Firm 172 The Successful Investment Manager 175 An Effective Investment Management Process 176 Monitoring and Assessing Performance 179 Summary 187 References 187 PART 3 HOW CAN WE EXECUTE A PURPOSE-DRIVEN INVESTMENT STRATEGY? 189 Chapter 7 Using a Goals-Based Approach 191 Dr. Daniel Crosby The Allure of Determinism in Economics and Psychology 193 The Economy of One 200 Our Inner Demons: A Field Guide 202 Let Your Why Teach You How 209 Summary 211 References 212 Chapter 8 Pursuing Your Personal Benchmark 215 Dr. Daniel Crosby The Difference a Frame Makes 217 Limitations in Our Decision Making 219 The Joneses, Jealousy, and Missteps 221 The Anatomy of Better Decisions 226 Summary 235 References 235 Chapter 9 Providing an Easy-to-Understand Explanation 237 Chuck Widger Your Best Investment 238 Once More, with Feeling 240 Changing the Conversation 247 The Brinker Capital Personal Benchmark Solution 251 Summary 258 References 258 Chapter 10 Leveraging a Scalable Offering for Investors and Advisors 259 Chuck Widger Using Personal Benchmark 259 Reaping Benefits for Advisors 280 Summary 282 Conclusion 283 The Centrality of Purpose 288 Finding Meaning in the Mundane 292 References 293 About the Authors 295 About the Companion Website 297 Index 299

About the Author

CHUCK WIDGER is the Founder and Executive Chairman of Brinker Capital, an investment management firm with $17 billion in assets under management. Chuck is currently Chair of the Villanova University School of Law Board of Consultors. Chuck is a past Chair of the Gettysburg College Board of Trustees and is chair-emeritus of the Money Management Institute's Board of Governors. The Money Management Institute is the industry association for the $3.5 trillion managed solutions industry. He served as a Lieutenant in the U.S. Navy. DR. DANIEL CROSBY is a psychologist and behavioral finance expert who helps organizations understand the intersection of mind and markets. Dr. Crosby constructed the "Irrationality Index," a sentiment measure that gauges greed and fear in the marketplace from month to month. His ideas have appeared in print and online, and Daniel was named one of the "12 Thinkers to Watch" by Monster.com and a "Financial Blogger You Should Be Reading" by AARP. Dr. Crosby's well-reviewed first book, You're Not That Great (2012), applies elements of behavioral finance to the pursuit of a meaningful life.