Topics

Implementation Impasse: Why Good Clients Don’t Follow Great Advice

The plan is logical; the advice is sound; the client is in full agreement; and yet – NOTHING is happening! Is the client stuck? Resistant? In need of more persuading? How you choose to frame this inaction can affect everything that follows in your work together.

Dr. Somers has long studied what happens in this moment of a relationship, and how to effect more positive outcomes. Join the author of the bestselling business book, Advice that Sticks, to learn all about the problem of non-adherence and the practical solutions for it. Leave with a blueprint for creating working alliances that are stronger than ever.

Audience takeaways include:

  • Knowledge of the five factors that affect whether clients will follow through on their good intentions and commitments
  • Means of avoiding the three most common errors made by advisers and their teams
  • Strategies for assessing and increasing clients’ readiness to implement

The REAL Reasons Clients Seek Your Advice (HINT: They’re Not What You’ve Been Led to Believe)

There is often a mismatch between what people hope for when they reach out for professional counsel and what they actually receive. Our training leads us to assume that clients want our technical expertise, but the research tells a richer, more complex story. Learn how to better discover and address what clients are hoping to receive when they ask for advice.

Audience members will leave this presentation with:

  • Knowledge of the ten reasons people reach out to professionals in any field
  • Strategies for transforming hard-to-implement advice into readily actionable plans

Ideas for creating marketing materials and client experiences that address clients’ hopes and needs.

Resilience: How to Strengthen and Grow through Times of Struggle

If we stick around this life long enough, we’ll inevitably encounter some rough patches. So will our clients – that’s why they turn to us when those hard times hit. Adversity is something that can set people back in terms of their personal and professional growth, OR it can become foundational to their wisdom and strength. Come learn from a neuroscientist about how to grow through times of struggle, and how to help clients do the same.

With her characteristic combination of humour and science, Dr. Somers will leave the audience with:

  • A 3-step process for cultivating resilience
  • Practical means of reducing the harmful effects of hardships
  • Actionable knowledge about the role of positivity in improving brain function and hardiness

The Bad Habits of Highly Annoying Leaders

Effective leadership is often less about the To-Do list than the Don’t-Do list. Yet strong leaders are often blind to their own foibles, and keep practicing the very habits that limit their own growth and effectiveness along with that of their teams. In this interactive session, Dr. Somers will teach:

  • How leaders can overcome the problem of receiving accurate feedback on the habits they need to change
  • How to cultivate the skills of non-defensiveness and receptivity to change
  • Effective means of follow-through to ensure lasting behaviour change

The Trouble with Transitions

Clients are most likely to reach out for professional advice during times of major life transitions, those big life events that have far-reaching implications for their finances, relationships, and overall well-being. Transitions thereby provide great opportunities to be of service to clients and to grow our businesses. At the same time, they can be difficult times for the client-adviser relationship – largely because of the problem of mental depletion that occurs during prolonged transition events. Making things all the more…well, interesting…is the fact that we have our own major life transitions to deal with at the same time that we are attempting to help our clients with theirs!

In this presentation, audience members will learn:

  • Why some clients struggle more than others
  • The most common indicators of mental depletion
  • Specific strategies for preventing regret and restoring capacity

Dr. Moira Somers

Expert on Neuroscience, Advising and Leadership | Bestselling Author

What does it take to grow as a leader and as a team? How does one move out of a Just Getting By work culture to a Thriving one? And, more critically, how can such gains be maintained for the long run? Consulting neuropsychologist Dr. Moira Somers works with businesses around the globe to help create lasting, positive change in their people. “I provide scientifically based training for smart professionals – because no one wants to waste time and money on ideas that don’t work.”

Somers is a clinical neuropsychologist and professor who brings to the business world an impressive breadth of expertise in brain functioning, behaviour change, and mental health. She is the author of Advice that Sticks, a bestselling book that has been identified as one of 2018’s top recommended reads for financial services professionals. She is a witty and warm speaker whose presentations are hailed for their immediate applicability to the workplace.  In addition to her keynote addresses and seminars, Dr. Somers does in-house executive coaching, case consultation, client appreciation events, and family business retreats.

Current and past clients include the National Football League Players’ Association, the Chartered Institute for Securities and Investments, the Financial Planning Association’s Annual Retreat, the Centre for Advanced Life Underwriting, and a host of privately owned companies and advisory firms. Dr. Somers is a senior faculty member with the Sudden Money Institute, where she trains advisors and conducts research into the psychological factors at play during major life transitions.

Background

Consultant and trainer for wide array of financial organizations, including regulatory bodies, banking institutions, small private wealth management firms, and major accounting, insurance, and investment companies.

Executive coach (certified in Marshall Goldsmith’s Stakeholder Centered Coaching) C-level executives and business owners.

Consultant to Human Resources departments on financial stress in the workplace.

Private practice in wealth psychology, with a focus on the needs of high net worth clients and their families.

Author, Advice that Sticks: How to Give Financial Advice that People Will Follow.

#1 Amazon Bestseller

#1 on Michael Kitces 

Summer Reading List of “Best Books” For Financial Advisors – 2018 Edition

Topics

Implementation Impasse: Why Good Clients Don’t Follow Great Advice

The plan is logical; the advice is sound; the client is in full agreement; and yet – NOTHING is happening! Is the client stuck? Resistant? In need of more persuading? How you choose to frame this inaction can affect everything that follows in your work together.

Dr. Somers has long studied what happens in this moment of a relationship, and how to effect more positive outcomes. Join the author of the bestselling business book, Advice that Sticks, to learn all about the problem of non-adherence and the practical solutions for it. Leave with a blueprint for creating working alliances that are stronger than ever.

Audience takeaways include:

  • Knowledge of the five factors that affect whether clients will follow through on their good intentions and commitments
  • Means of avoiding the three most common errors made by advisers and their teams
  • Strategies for assessing and increasing clients’ readiness to implement

The REAL Reasons Clients Seek Your Advice (HINT: They’re Not What You’ve Been Led to Believe)

There is often a mismatch between what people hope for when they reach out for professional counsel and what they actually receive. Our training leads us to assume that clients want our technical expertise, but the research tells a richer, more complex story. Learn how to better discover and address what clients are hoping to receive when they ask for advice.

Audience members will leave this presentation with:

  • Knowledge of the ten reasons people reach out to professionals in any field
  • Strategies for transforming hard-to-implement advice into readily actionable plans

Ideas for creating marketing materials and client experiences that address clients’ hopes and needs.

Resilience: How to Strengthen and Grow through Times of Struggle

If we stick around this life long enough, we’ll inevitably encounter some rough patches. So will our clients – that’s why they turn to us when those hard times hit. Adversity is something that can set people back in terms of their personal and professional growth, OR it can become foundational to their wisdom and strength. Come learn from a neuroscientist about how to grow through times of struggle, and how to help clients do the same.

With her characteristic combination of humour and science, Dr. Somers will leave the audience with:

  • A 3-step process for cultivating resilience
  • Practical means of reducing the harmful effects of hardships
  • Actionable knowledge about the role of positivity in improving brain function and hardiness

The Bad Habits of Highly Annoying Leaders

Effective leadership is often less about the To-Do list than the Don’t-Do list. Yet strong leaders are often blind to their own foibles, and keep practicing the very habits that limit their own growth and effectiveness along with that of their teams. In this interactive session, Dr. Somers will teach:

  • How leaders can overcome the problem of receiving accurate feedback on the habits they need to change
  • How to cultivate the skills of non-defensiveness and receptivity to change
  • Effective means of follow-through to ensure lasting behaviour change

The Trouble with Transitions

Clients are most likely to reach out for professional advice during times of major life transitions, those big life events that have far-reaching implications for their finances, relationships, and overall well-being. Transitions thereby provide great opportunities to be of service to clients and to grow our businesses. At the same time, they can be difficult times for the client-adviser relationship – largely because of the problem of mental depletion that occurs during prolonged transition events. Making things all the more…well, interesting…is the fact that we have our own major life transitions to deal with at the same time that we are attempting to help our clients with theirs!

In this presentation, audience members will learn:

  • Why some clients struggle more than others
  • The most common indicators of mental depletion
  • Specific strategies for preventing regret and restoring capacity

Video

Testimonial

I have had the pleasure of hearing Moira speak several times. Each time she has been extremely pertinent, timely and very informative. However, what makes Moira so engaging is her keen wit, her vivid word pictures and her Canadian sense of humor! Moira is an exceptional speaker, enthralling all audience types!

— Kathy McMillan, RichardsonGMP, Institute for Advanced Financial Planning

Links

Money & Stress: Take this to the bank in Hope to Cope

Caught in the parent trap in the Winnipeg Free Press

Automate Your Savings on More from Investors Group