Dr. Daniel Crosby invited Derek Hagen to join the Standard Deviations Podcast for an episode on the difference between advisor perception and the actual data on client compliance, the “stages of change”, avoiding the “righting” reflex, and helping clients manage financial anxiety.
“Any communication that is…pro-change, I want that to come from [the client]. Because, if an advisor with a ‘righting reflex’ meets an ambivalent client, the advisor is going to [give] all the reasons for change, which is more likely to backfire. Using tools from motivational interviewing, you can elicit ‘change-talk’ [from the client].”