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Full 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.
Contents
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
