Integrating Money Motives into Client Financial Plans


Program Description: Strengthen client trust and productive action that raises awareness of their historic style and preference in money matters. You’ll learn to help clients quickly connect their emotional drivers with their behavioral tendencies and integrate it into their planning recommendations. Clients participate in identifying their dominant money motives out of eight possible. Once the motives are rated, they establish the client’s “Motivated Asset Pattern” (MAP). Then the dominant patterns link to the actions they typically trigger. Two additional behavioral processes (Avoid and Drive) connect common direction and decisions associated with their Motive patterns. You’ll receive a two-page worksheet you can use with clients to discover their motivated asset patterns. The structure naturally minimizes defensiveness or self-sabotage while encouraging improved goal-focused behavior. It efficiently creates a cooperative partnership for financial plan implementation. It also helps address sensitive issues with greater ease and confidence.


Comments are closed.