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Oct 28th Focus Group

October 28 @ 7:45 am - 9:00 am

Eeney, Meeney, Miney, Moe – Get Your Client to “Yes” from “No”

As an advisor, your knowledge is not the only thing that makes you valuable to someone. It’s your knowledge plus your ability to help clients “think it through” that really makes you an asset. In Estate Planning, the decisions can be so difficult that clients often get “stuck.” Motivational Interviewing is a collaborative, goal-oriented style of communication with particular attention to the language of change. By using this approach, you can engage your clients, focus on their behaviors, and evoke their inner motivation to respond differently. Come learn some Motivational Interviewing techniques to help your clients move through the decision-making process.

In this session, we will:

  • Learn how to listen reflectively and the concept of Shoshin
  • Understand the “righting reflex” and the obstacles it creates
  • Discuss how to elicit “change talk” to move towards a goal

REGISTER NOW

YOUR HOMEWORK
Bring a client situation where your client is stuck (or ambivalent) and you are trying to move them forward. (Preferably a current situation so you can try to apply the techniques to the situation but can be a past one).

Here are the additional articles.

Motivational Interviewing_ Fostering Behavioral Change in Older Clients _ Society of Certified Senior Advisors

The Human Side of Estate Planning_ Part III _ Wealth Management

 

Details

Date:
October 28
Time:
7:45 am - 9:00 am
Event Category:

Venue

Zoom
CA United States

Organizer

Marlowe Kepner
Phone:
310 375-6300
Email:
marlowekepner@gmail.com

Other

Speaker
Sylvia Thompson
Topic
Motivational Interviewing

Details

Date:
October 28
Time:
7:45 am - 9:00 am
Event Category:

Venue

Zoom
CA United States

Organizer

Marlowe Kepner
Phone:
310 375-6300
Email:
marlowekepner@gmail.com

Other

Speaker
Sylvia Thompson
Topic
Motivational Interviewing