Workshop: Why Clients Don’t Do What You Tell Them (and What to Do About It)

Even the most well-crafted financial plan won’t go far if your client isn’t motivated to act on it. So what’s really going on when clients seem stuck, avoid decisions, or say yes—but don’t follow through?

In this hands-on workshop, Amy N. Mullen, CFP® will dig into the psychology of decision-making and motivation, showing you how to better understand and work with the human side of financial planning. We’ll explore powerful ideas from behavioral finance, positive psychology, Self-Determination Theory, Adult Learning Principles, and the Stages of Change model—all with an eye toward real-life application in your client conversations.

You’ll learn how to spot what’s holding clients back, what actually inspires lasting change, and how to guide goal-setting in a way that feels meaningful, empowering, and personal. This is about meeting clients where they are—and helping them move forward with clarity and confidence.

• Break down motivation: Understand the difference between extrinsic and intrinsic motivation—and why both matter in financial decision-making.
• Tap into both sides of the brain: Learn how to engage clients’ logical thinking and their emotions to create more effective and motivating plans.
• Work with natural resistance: Explore tools based on the Stages of Change model to help clients move through indecision or hesitation.
• Respect autonomy and build buy-in: Discover how Self-Determination Theory can help you frame choices in a way that honors your client’s need for autonomy, mastery, and purpose.
• Design better discovery conversations: Walk away with practical techniques to help clients uncover what really matters to them—and act on it.