29: The Behavioral Coaching Dilemma: Giving Clients What They Want Instead of What They Need
The value of behavioral coaching continues to show up as the top “value-added” service provided by financial advisors.
And, while it’s no surprise to advisors that have been working with emotional human beings on an emotionally-charged topic like money, studies also show that over 80% of advisors DON’T actively promote this value to clients or prospective clients.
We discuss:
- Understand what clients think about behavioral coaching
- Think about whether they should be actively promoting the value
- Reveal the ways to communicate it most effectively
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