The age of reason

February 01, 2010 at 07:00 PM
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The acuity of peoples' financial decision-making peaks around the age of 53 and then declines steadily along with their diminishing cognitive capabilities, finds a new Brookings Institution study, "The Age of Reason: Financial Decisions Over the Life-Cycle With Implications for Regulation."

While young people make poor decisions due to inexperience, they typically have less to lose and more time to recover from their mistakes. Older Americans, by contrast, have amassed considerable net worth $239,000 was the median figure in 2007 and they often have complex balance sheets, including home equity loans, credit card balances and installment loans, with the result that mistakes cost them more.

Peaks and declines
Cognitive functions such as memory, reasoning, spatial perception and pattern recognition peak around age 20, decline at the rate of about 1 percent annually and then deteriorate rapidly among individuals afflicted by various types of dementia. On the other hand, experience, which aids decision making, increases with age. The combination of experience plus cognitive capabilities peak in the early 50s, then decline.

Drawing upon a database of 10 types of financial choices such as the transfer of credit card balances and negotiation of home-equity loan interest rates, the authors find that people in their late 40s and early 50s are the most adept at making the optimal financial decisions.

The financial impact of mistakes made in the 10 categories studied is modest but measurable. "We estimate that, for home-equity lines of credit, 75-year-olds pay about $265 more each year than 50-year-olds, and 25-year-olds pay about $295 more."

Keeping it really simple
What it means to financial advisors: First, the older clients get, the more you should be advising them to simplify their lives financially. They could reduce the number of debt-related transactions where they might wind up making expensive mistakes. Likewise, they may be better off consolidating their assets into a smaller number of investment vehicles.

Second, as clients move into their post-65 years, they are more likely to need the services of a financial advisor to help them think through complex choices. At the same time, they have every reason to feel vulnerable to being exploited by an unscrupulous advisor. It's with older clients that a trusted advisor's long-term investment in behaving ethically and building empathy really pays off.

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