A New Localization Model for Client Reluctance

32 Pages Posted: 6 Nov 2019

Date Written: September 11, 2019


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)

Cal Poly Pomona ( email )

Finance, Real Estate and Law Department
3801 W. Temple Avenue
Pomona, CA 91768
United States

Do you have negative results from your research you’d like to share?

Paper statistics

Abstract Views
PlumX Metrics