How to Elicit Change Talk From Clients

Tune in to hear:

- In studies, non-compliance with financial advice generally hangs around the 50% range. However, many advisors say that their clients are very compliant and that these stats don’t hold true for them. Has Derek noticed this and what does he think accounts for this difference?

- What is the “stages of change” model and how might it be applied in practice with clients who are pushing back?

- What is a concrete, actionable step an advisor can take to help move their client from the contemplation stage onto the preparation stage?

- A lot of clients are held back by their anxiety and fear. Is there a path for removing roadblocks that unearths clients' motivations as well?

- What is the “righting reflex?” When does it prove helpful and when does it get in the way?

- If you are an advisor and your client is putting up walls, giving pushback and privileging the status quo - what is the best way to move forward and break this stalemate?

- What are scaling questions and change rulers and how are they applied in practice?

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Compliance Code: 1246-OAS_5/3/2023