Commentary: Advisers must motivate clients to shift behavior

03/18/2013 | Nerd's Eye View blog

Financial advisers who are frustrated by a client's failure to act on advice often don't realize that change is a process that requires an adviser's patient guidance along the way, writes Michael Kitces. He references Dr. James Prochaska's research into the psychology of behavioral change, which involves a six-stage process. The lesson for advisers is that "financial planning isn't just about telling clients what to do; it's also about motivating them to do it," Kitces writes.

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