1. Treating Financial Literacy: Promising Alternatives to Financial Education Jonathan Zinman Dartmouth College November 14, 2007

2. Do We Need Financial Education? Our panel’s intro: “The importance of financial education is universally held….” Not true.

3. Does Fin Ed Work Well? Evidence suggests not: Choi et al Brookings PEA 2005 Benartzi and Thaler Journal of Economic Perspectives 2007 In the most convincing studies: Randomized trials find small effects Event studies (Enron, etc.) find small effects And of course takeup is low

4. Consumer Debt Crisis and Financial Ed But doesn’t: “the recent proliferation of mortgage defaults and foreclosures show how difficult it is to reach those who need financial education at the right time with the right information” Not necessarily: risk vs. return/reward Financial contracts are gambles And…

5. Back to Square One: Objectives? Info, comprehension ~= “education” Financial literacy vs. financial education –Ed. as a “treatment” for literacy –There are alternative treatments that are probably more cost-effective –And more feasible mass-produce in real time

6. What’s Financial Literacy? “Financial survival skills” Simple rules to live by Not = profound understanding per se Medical analogy –Seek preventative care vs. take biochem. –Get expert answers vs. DIY –Comply (take your meds) vs. backslide

7. Examples of Financial Survival Skills Process and planning: Make a plan –For contingencies –Retirement When in doubt get expert advice Regular check-ups Avoid company stock

8. Examples of Survival Skills Dealing with prices/offers: If revolving on a credit card, do it on the lowest rate card you have/can get When considering very short-term loans, ignore the interest rate and focus on costs vs. returns Medium-term loans: double simple interest to get the APR Saving: Rule of 72 tells you how fast money doubles Seriously consider 401k when there’s a match, even if strapped

9. Do We Need To Treat Financial Literacy? Probably yes. Mounting evidence that literacy lacking –Many (most?) consumers make mistakes –Many mistakes economically serious Most pernicious: consumer have biases that get exploited in market –And exploited more in unregulated/informal markets Bias = mistake in a particular direction –Overborrowing –Undersaving –Underplanning –Undertracking (spending)

10. How to Treat Financial Literacy? Some lessons/ideas from social science research: 1.Social marketing of survival skills 2.Savvier marketing of savings products 3.Improve loan disclosures 4.Develop new products that: Appeal to consumers While neutralizing their biases

11. How to Treat Financial Literacy? 1.Social Marketing of survival skills On mass basis Who has incentive to do this? Government Nonprofits Mutual fund retailers (Commercial banks)

12. How to Treat Financial Literacy? 2. Savvier Marketing of savings products Future values not yields High-frequency feedback when savings rate plausibly inadequate –Consumer sets goal at beginning Target markets –Low-yield savers –Discretionary borrowers

13. How to Treat Financial Literacy? 3. Improve loan disclosures –Board and FTC efforts laudable Approach: painstaking experimentation –Need more research based on actual decisions Disclosures complement dissemination of survival skills –Consumer need to know how to interpret

14. How to Treat Financial Literacy? 4. Product Development Commitment products –For spending control –For savings goals –For self-control more generally Planning products –Mass-producing expert advice a challenge Tracking products –E.g., for credit card spending

15. Big Lesson Research matters –“Retail financial engineering” from behavioral finance –Researchers as “financial doctors” Theory, programs, and policy far ahead of knowledge of what actually works We have the tools and expertise to identify what works now Just takes a bit of effort, time, and $$ –But just a small fraction of the resources we spend on ineffective programs and capricious policy changes