Fewer than half of wealthy individuals surveyed said their financial advisor shaped their investment philosophy.

According to a poll of 41 individuals with more than $5 million of investable assets conducted by SEI, 68% admitted that emotions get in the way of making the best choices, while 17% said instinct guides them most.

The survey indicates there is an opportunity for advisors to do more with education.

Advisors have read a good deal about behavioral finance, the science of why people make the decisions they do, even against the best advice. So how can advisors help their clients who persist in making unwise “gut” calls?

Planners need to use their own mix of hand-holding and education to help wealthy investors.

“Wealthy individuals are human too and their hearts can get the best of them just like anyone else,” said David McLaughlin, a senior managing director for the SEI Wealth Network. “We know that emotion will always be part of investing. It’s our job to balance that emotion with objectivity to help our clients make the best wealth management decisions for themselves and their families.”

In the poll, 22% said their education had guided their investment philosophy, 20% said peers, and just 12% pointed to their family.

When it comes to making financial decisions, 83% said past experience was the most important factor.

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