Behavioral Finance in Action Psychological challenges in the financial advisor/client relationship, and strategies to solve them By Shlomo Benartzi , Ph.D. Professor, UCLA Anderson School of Management, Chief Behavioral Economist, Allianz Global Investors Center for Behavioral Finance Contents Introduction: Behavioral Finance–Two Minds at Work ........... 3 Overcoming Investor Paralysis: Invest More Tomorrow .......... 8 Reining in Lack of Investor Discipline: The Ulysses Strategy ..... 12 Regaining and Maintaining Trust: Competence + Empathy ..... 16 In Development: Addressing the Disinclination to Save– The Behavioral Time Machine ................................ 21