You’ve probably heard clients make statements like “I know I need to save more” or “We should really start estate planning” many times. But despite your expertise and well-thought-out recommendations, many clients struggle to move from having good intentions to taking meaningful action.

This disconnect is a fundamental challenge for clients and financial professionals alike.  When clients fail to follow through on their financial plan, it directly impacts their financial well-being, erodes their confidence in the planning process, and can limit the progress you’re able to make together.

By implementing practical strategies that encourage your clients to take tangible steps toward their financial aspirations, you can help them bridge the gap between intention and action.

The Foundation of Motivation

Transforming your clients’ intentions into actions starts with creating the right intentions. Generic targets like “save more for retirement” often fall short of inspiring action. Goals that are aligned with personal values and create an emotional connection, like “create a retirement lifestyle that allows for annual trips with grandchildren”, have a stronger impact. By first identifying values and setting meaningful goals, you can build a foundation that motivates your clients to take tangible steps toward their financial aspirations.

Practical Strategies for Motivation

Once you’ve established meaningful goals that tie back to your clients’ values, the key lies in keeping the momentum going and supporting continuous progress on their financial journey. Even with the best financial plan, clients can stumble without ongoing motivation. By implementing these strategies, you can empower your clients to stay committed and focused on achieving their goals.

1. Create Manageable Tasks

By breaking down large goals into smaller, actionable steps with clear timeframes and identifying key stakeholders and responsibilities for each step, you can help your clients build momentum through early wins.

2. Be an Accountability Partner

Tracking progress is just the beginning—by becoming your clients’ accountability partner, you can guide them toward achieving their goals. Leveraging advanced planning software can empower you to monitor client goal progress, while features like client portals facilitate regular engagement.

3. Use Future Self Visualization

Connecting clients with their future selves through guided visualization exercises and encouraging written expression, such as letters to their future selves, can significantly impact their financial decision-making.

4. Identify the Delta

It’s essential to help your clients understand the gap between their current situation and their desired future outcomes. Assess their current financial habits, resources, and progress compared to their goals and use tangible metrics to quantify the difference.

5. Visualize Positive Outcomes

Show clients the impact of consistent positive behaviors by using financial planning technology to help them visualize the outcomes of achieving their financial goals.

6. Foster a Growth Mindset

Recognizing and celebrating all forms of progress and success, no matter how small, will help promote a growth mindset and reinforce your clients’ efforts.

7. Practice Self-compassion

Help your clients see setbacks not as failures, but as chances for growth and development. By normalizing setbacks and emphasizing continuous progress, you can equip your clients with the mindset needed to navigate challenges with resilience.

Successful execution of these strategies hinges on customizing them to your clients’ individual needs. Different methods will work better for different clients, so you must identify the most effective combination of approaches for each.

Keep the Momentum Going

To motivate clients to act on their financial plans, financial professionals need to utilize a blend of psychological insight and practical strategies. Download our eBook, Motivating Client to Act: A Guide for Financial Professionals, to explore the psychological foundations of client motivation and delve deeper into the practical strategies we discussed here.

DISCLAIMER: The eMoney Advisor Blog is meant as an educational and informative resource for financial professionals and individuals alike. It is not meant to be, and should not be taken as financial, legal, tax or other professional advice. Those seeking professional advice may do so by consulting with a professional advisor. eMoney Advisor will not be liable for any actions you may take based on the content of this blog.

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