Advice That Sticks
120 Pages
English

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Advice That Sticks

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Gain access to the library to view online
Learn more
120 Pages
English

You can change the print size of this book

Description

The advice is sound; the client seems eager; and then… nothing happens! Too often, this is the experience that financial professionals encounter in their daily work. When good recommendations go unimplemented, clients’ well-being is compromised, opportunities are lost, and the professional relationship grows strained.

Advice that Sticks takes aim at the problem of financial non-adherence. Written by a neuropsychologist and financial change expert, this book examines the five main factors that determine whether a client will follow through with financial advice. Individual client psychology plays a role in non-adherence; so, too, do sociocultural and environmental factors, general advice characteristics, and specific challenges pertaining to the emotionally loaded domain of money. Perhaps most surprising, however, is the extent to which advice-givers themselves can foil implementation. A great deal of non-adherence is due to preventable mistakes made by financial professionals and their teams.

The author integrates her extensive clinical and consulting experience with research findings from the fields of positive psychology, behavioural economics, neuroscience, and medicine. What emerges is a thoughtful, funny, but above all practical guide for anyone who makes a living providing financial advice. It will become an indispensable handbook for people working with clients across the wealth spectrum.

Introduction
Chapter 1 The Value of Advice That Sticks
Chapter 2 Why People Seek Advice
Chapter 3 A Curse, a Plague, and Other Problems Caused by Advisory Teams
Chapter 4 The Peculiarities of People and Finances
Chapter 5 What Makes Some Advice Harder to Take Than Others
Chapter 6 Client Characteristics (Part 1): Working with the Horse You’ve Got
Chapter 7 Client Characteristics (Part 2): How to Help When Life Packs a Wallop
Chapter 8 Under the Influence: Social and Environmental Contributors to Adherence
Chapter 9 Some Final Thoughts
Recommended Reading
Endnotes
Acknowledgements
About the Author
Index

Subjects

Informations

Published by
Published 28 February 2018
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EAN13 9781788600217
Language English

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