Why Clients Don’t Do What You Tell Them (and What to Do About It)

Description

This interactive workshop explores the psychological and behavioral roadblocks that prevent clients from acting on financial advice, and what advisors can do about it. Participants will learn evidence-based techniques for understanding motivation, reducing resistance, and designing discovery conversations that enhance client follow-through. The course draws from behavioral finance, Self-Determination Theory, adult learning principles, and the Stages of Change model to provide advisors with practical communication strategies that lead to greater implementation and engagement.

Learning Objectives

Differentiate between extrinsic and intrinsic motivation in the context of client behavior. Identify common causes of resistance and apply tools to work with ambivalence. Engage both logic and emotion in financial conversations to foster action. Apply Self-Determination Theory principles to promote autonomy and internal buy-in. Structure discovery conversations that surface meaningful client goals and enhance motivation to follow through.