Seven Keys to Successful Behavioral Coaching

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Michael Kitces recently observed: “The future of financial planning is not about dispensing expert financial advice, but helping clients engage in financial behavior change.”

Few would quarrel over the importance of behavioral coaching. It’s a significant contributor to the inability of investors to capture returns that available to all investors.

Yet little has been written about how financial advisors should do this. Much like my experience coaching advisors on converting more prospects into clients, I suspect each advisor has their style, and even within the same firm there’s no uniform approach.