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A lack of follow through of a client may indicate there is a gap between a client’s experience and the estate planning professional.
Dr. Procheska’s Model of Change Readiness states that 50% of people with a problem are ready to take corrective action.
The stress of change may lower cognitive functions and diminishes capacity to make clear confident decisions.
There are two sides of money, the technical and personal, with the technical side driving decision making.
To fill the gap between the client experiences, a beneficial strategy is keeping the meeting short and saying the most important thing first.