Breaking Through the Behavioral Barriers That Keep Clients from Acting

You’ve explained the recommendation. The client understands it. They may even agree with it.

But nothing changes.

Experienced advisors know client behavior is shaped by more than facts and sound advice.

The real question question is: what do you do when you recognize the barrier - and the client still does not move forward?

Join Dr. Oliver Schnusenberg of the University of North Florida for a practical look at the gap between understanding and implementation.

Drawing on financial psychology, financial therapy reserarch, and his work on client knowledge and willingness, Dr. Schnusenberg will explore how advisors can:

• distinguish a knowledge gap from a behavioral barrier;
• recognize when hesitation reflects an old pattern rather than a true objection;
• ask better questions instead of simply explaining the recommendation again; and
• reduce defensiveness and keep the conversation moving; and
• help clients move from understanding to willingness and action.

You already know behavior matters. This session is about what you do with that knowledge.

Application for continuing education has been filed with CFP Board.

Please register by 5:00 PM on October 29, 2026.