Close Close

Financial Planning > Behavioral Finance

Challenging the resistance

Your article was successfully shared with the contacts you provided.

Clients who aren’t sure about certain aspects of their advisor’s plan may be hesitant to follow what may be very good advice. According to Lewis B. Morgan in “Effective Communication in Financial Counseling,” one way to deal with that is to address the behavior itself and let the client interpret it. Some clients may not be open about their resistance and disguise it by missing appointments or regularly showing up late, or by being sarcastic or overly polite. Dealing with the client’s objections openly and immediately will address the issue and allow you and your client to focus on the best plan.

Source: “Effective Communication in Financial Counseling,” Lewis B. Morgan, Readings in Financial Planning


© 2024 ALM Global, LLC, All Rights Reserved. Request academic re-use from All other uses, submit a request to [email protected]. For more information visit Asset & Logo Licensing.