A New Localization Model for Client Reluctance

32 Pages Posted: 6 Nov 2019

See all articles by Steven Lee

Steven Lee

The American College of Financial Services; Northcentral University

Date Written: September 11, 2019

Abstract

Why do clients stop communicating with financial advisors? This paper seeks to answer this question by combining the Gantt Chart of project management with the Transtheoretical Model (TTM) of Change—a framework whereby advisors illicit client responses in an effort to reinforce positive behaviors and curb negative ones through the issuance of narrowly-focused tasks. This new client localization model identifies the client’s current position on the TTM spectrum and discusses the benefits for financial advisors to use this model in helping clients reach their financial goals.

Keywords: Gantt Chart, Transtheoretical Model of Change, financial advisor, personal finance, financial planning, client reluctance

JEL Classification: G02, H31, I12

Suggested Citation

Lee, Steven, A New Localization Model for Client Reluctance (September 11, 2019). Available at SSRN: https://ssrn.com/abstract=3452308 or http://dx.doi.org/10.2139/ssrn.3452308

Steven Lee (Contact Author)

The American College of Financial Services ( email )

270 S. Bryn Mawr Avenue
Bryn Mawr, PA 19010
United States

HOME PAGE: http://www.georgejamesassociates.com

Northcentral University ( email )

United States

HOME PAGE: http://www.georgejamesassociates.com

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