When faced with difficult decisions, we may feel overwhelmed and avoid taking action. This is evidenced time and again in the legal and financial arenas. Think about it. How many intelligent people do you know who do not have their will or other legal documents in order? Or perhaps you have worked with clients who have agreed to a retirement income strategy, but never executed the plan as intended. This avoidance behavior is not only frustrating to advisors, but also perilous to clients.

Fortunately, as an advisor you have the potential to play a powerful role in guiding your clients to make tough choices and initiate steps that ensure their family's financial futures. The key to embracing the role effectively is to identify the critical factors required to influence behavior and develop a strategy for interacting with clients.

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