Moving with Client Resistance in Pro Bono Planning and Beyond

Have you ever worked with a client who did not seem to want your help? Maybe it was a pro bono client who would not respond to your questions or a financial planning client who did not follow through with any of your recommendations. Much of the time, our natural reaction as professionals who work with clients is to become defensive. However, client resistance is often misunderstood. In this session, we will learn what resistance is, why clients appear to resist help and at least two tools to help break down the resistance wall. Whether you are working with pro bono clients or for a fee, this session can help you motivate your clients toward their goals.

Learning Objectives:

• Define resistance.
• Understand why clients resist help.
• Learn techniques to reduce client resistance and motivate them to move toward their goals.

This session is sponsored by the NAPFA Consumer Education Foundation (NCEF).