Advice That Sticks: How to give financial advice that people will followPractical Inspiration Publishing, 28 de fev. de 2018 - 224 páginas 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. |
Conteúdo
A Curse a Plague and Other Problems Caused | |
The Peculiarities of People and Finances | |
What Makes Some Advice Harder to Take Than Others | |
Working with the Horse | |
How to Help When Life | |
Social and Environmental | |
Some Final Thoughts | |
Recommended Reading | |
Acknowledgements | |
Outras edições - Ver todos
Advice That Sticks: How to Give Financial Advice that People Will Follow Moira Somers Prévia não disponível - 2020 |
Advice That Sticks: How to Give Financial Advice That People Will Follow Moira Somers Prévia não disponível - 2018 |
Termos e frases comuns
ability able action adherence advice advising advisor attention avoid become behaviour beliefs benefits better challenges Chapter clients comes commitment common complex confidence course deal decisions direction discussed domain effect emotional energy engage example experience face fact feel financial professionals frequently getting give given goals habits happen hard implement important increase influences investment involved keep kind knowledge lead learned less levels lives look major matter meeting mental motivation moving non-adherence offer opportunities pain patients positive possible practice problem psychology questions reach Readiness reasons recommendations relationship respect response result savings shared side social someone step strategies stress success tasks things transitions turn understand usually values