Dr. Somers’ newsletters all pertain to the challenges of dealing with money. Explore some of the back issues below. Sign up for the next newsletter using the form in the box to the right.

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News for Financial Professionals

  • May 3, 2014Questions That Matter – part three
    Anticipate Non-Adherence The effective advisor understands that many change attempts fail because of a lack of realistic planning. Instead of just hoping for the best, spend some time anticipating setbacks and figuring out how to ease the load.  Try the following questions: Is there anybody in your life who might be upset by ...
  • May 3, 2014Questions That Matter – part two
    Assess Readiness for Change Ever get the sense that YOU are motivated more than your client? That’s a common experience among advice-givers. While your enthusiasm and persuasive skills can temporarily boost the spirits of a discouraged client, that’s usually insufficient to lead to lasting change. Lasting change comes when people resolve their ...
  • May 3, 2014Questions That Matter – part one
    Help Ensure Mutual Comprehension There are many reasons why clients may not follow excellent advice. One of the most common reasons is that they did not fully understand what was said to them by their advisor. In order to avoid this problem, add the following questions to each of your client meetings: Is ...