Advice That Sticks. Moira Somers

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       Praise for Advice That Sticks

      Finally, someone is willing to tackle the complex issue of client compliance and how change occurs in the area of personal and business finance. Written by an expert in the field of financial psychology, the book delivers humility, humor and wisdom. It guides the reader in learning how to close the gap between good intentions and actions.

      Courtney Pullen, M.A.

      Author, Intentional Wealth

      This is a great book! A worn and dog-eared copy belongs on the bookshelf of every financial advisor who views financial planning as a calling and a profession.

      Rick Kahler, MSFP, CFP®

      Author, Conscious Finance

      Consumers know they need to do things differently with respect to their money, but are often dismayed or baffled by their own self-sabotaging habits. Financial professionals have not always known how to be helpful in creating lasting behaviour change. They’ve relied too much on the provision of information and the occasional stern lecture. This book will change all that. It is superbly written, and well-positioned to help a lot of people.

      Kelley Keehn

      Finance author & consumer advocate

      Dr. Moira Somers has given professional advisors an inspired gift in Advice That Sticks. She shares dozens of adherence-boosting strategies, including outstanding recommended questions to ask clients. I love Somers’ delightfully dry humor, which sparkles throughout! This book’s insightful, disciplined, evidence-based process will enhance advisors’ effectiveness as advice-givers.

      Kathleen Rehl, Ph.D., CFP®, CeFT®

      Author, Moving Forward on Your Own

      With this book, every financial professional has access to deeply practical advice on how to listen, observe and respond while helping clients make their best life and money decisions. This is the book that connects financial planners and wealth advisors with the human experience of decision-making, commitments and adaptation to change.

      Susan Bradley, CFP®

      Founder, Sudden Money Institute

      Financial professionals need to understand their clients’ values, attitudes and beliefs about money, emotions, biases and social influences, and then connect with their clients with in a way that motivates and facilitates the right outcomes. This book highlights the importance of these skills along with Moira’s helpful insights and guidance for providing advice that sticks.

      Joan Yudelson, CFP®

      VP, Professional Practice,

      Financial Planning Standards Council

      ADVICE

      THAT

      STICKS

      HOW TO GIVE FINANCIAL ADVICE

      THAT PEOPLE WILL FOLLOW

      MOIRA SOMERS, PH.D.

      First published in Great Britain by Practical Inspiration Publishing, 2018

      © Moira Somers, 2018

      The moral rights of the author have been asserted

      All case studies have been anonymized and no real names have been used.

      ISBN (print): 978-1-78860-014-9

      ISBN (ebook): 978-1-78860-015-6 (Kindle)

      ISBN (ebook): 978-1-78860-021-7 (epub)

      All rights reserved. This book or any portion thereof may not be reproduced without the express written permission of the author.

       For Jean-Louis

       All these years later, I’m still so happy to be stuck with you!

      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

      Introduction

      Here’s what I’ve come to believe: Most people are at least mildly crazy when it comes to money.

      I can say ‘crazy’ with some authority. I am, after all, a psychologist. I know crazy when I see it. And there is nothing – not full moons or federal elections or family get-togethers – that draws the crazy out of people faster than money.

      The author Geneen Roth describes СКАЧАТЬ