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Hong KongThe biases that appear, and how to spot them in a scenario
The recurring set is loss aversion, anchoring, recency, overconfidence, confirmation bias, mental accounting, herding, familiarity and status quo bias. Questions describe the behavior and ask you to name it or to respond.
Learn each with the client behavior attached. Questions describe the behavior, not the term.
| Bias | What the client does |
|---|---|
| Loss aversion | Feels a loss about twice as strongly as an equivalent gain; holds losers to avoid realizing the loss |
| Anchoring | Fixates on a number - a purchase price, a peak value - and judges everything against it |
| Recency | Extrapolates the last few years indefinitely, in either direction |
| Overconfidence | Overestimates their own skill; trades too often and diversifies too little |
| Confirmation bias | Seeks information agreeing with an existing view |
| Mental accounting | Treats money differently by source - spends a bonus freely while refusing to touch savings |
| Herding | Follows what others are doing |
| Familiarity and home bias | Overweights the known - the employer, the home country |
| Status quo bias | Does nothing, because nothing is the easiest option |
| Hindsight bias | Believes the outcome was predictable all along |
| Availability | Overweights what is memorable or recent in the news |
| Framing | Answers differently depending on how the choice is presented |
The two that cause most damage
Loss aversion, because it produces selling at the bottom and holding losers indefinitely. And recency, because it produces buying what has just performed well.
Together they are the mechanism behind the persistent gap between fund returns and investor returns.
Selling winners too early and holding losers too long. It combines loss aversion with mental accounting, it is tax-inefficient - realizing gains and deferring losses is exactly backwards - and it appears in questions as a described trading pattern.
What a planner does
- Name it, internally. Recognizing the pattern is the first step.
- Do not argue with the feeling. Loss aversion is not corrected by explaining expected return.
- Use structure: a written investment policy statement, automatic rebalancing, automatic contributions.
- Reframe. Presenting the same choice differently is legitimate where it helps the client see it clearly.
- Where a bias is harmless, leave it alone.
Point five matters. A client who keeps a cash reserve larger than strictly necessary because it helps them sleep is exhibiting a bias and is also better off holding a portfolio they will not abandon.
Planner biases too
The domain covers the planner as well as the client. Overconfidence in forecasts, confirmation bias in research, and projecting your own risk tolerance onto a client are all in scope.
The last is the most common and the most consequential, and it links directly to the fiduciary duty of care - which requires acting in light of the client's goals and risk tolerance rather than your own.
The transfer tax exclusion was changed by the 2025 reconciliation act and is indexed thereafter. Confirm the current figure before relying on it, and check state law separately.
Common questions
What is loss aversion?
Feeling a loss roughly twice as strongly as an equivalent gain. It produces selling at the bottom and holding losing positions to avoid realizing the loss.
What is the disposition effect?
Selling winners too early and holding losers too long. It combines loss aversion with mental accounting and is tax-inefficient, since it realizes gains and defers losses.
What is mental accounting?
Treating money differently depending on its source - spending a bonus freely while refusing to touch savings of the same amount, as though the money were not fungible.
How should a planner respond to a bias?
Recognize it, avoid arguing with the feeling, use structure such as a written policy statement and automatic rebalancing, reframe where it helps, and leave harmless biases alone.
Do planners have biases too?
Yes, and the domain covers them. Overconfidence in forecasts, confirmation bias in research, and projecting your own risk tolerance onto a client - the last being the most consequential.