| Description: Have you ever had a client who knows what they need to do, agrees with your recommendations —and still doesn’t take action? Providing more information, explaining the consequences, or trying harder to persuade them often doesn’t help. In fact, some of the approaches financial professionals naturally use to encourage action can unintentionally increase resistance.
In this presentation, Amy N. Mullen, CFP®, President of Money Quotient, will explore what behavioral science can teach us about motivation, ambivalence, and lasting change. Drawing specifically from Self-Determination Theory, the Stages of Change, and Motivational Interviewing, Amy will examine why clients may become stuck, what influences their readiness and motivation to change, and how an advisor’s communication approach can either support or inhibit forward movement.
Participants will learn practical ways to recognize where clients are in the change process, uncover the motivations that matter to them, and support autonomy rather than relying on persuasion or direction. By understanding the psychology behind behavior and learning how to facilitate rather than prescribe change, advisors can help clients move forward with greater clarity, confidence, and commitment. |
