Philip Courtenay at HUM London 2023
Words That Motivate
At Humans Under Management London 2023, Philip Courtenay presented the significance of understanding motivation in financial advice. As a seasoned professional with a background in behavioural science, Courtenay offers valuable insights for advisers.
The talk addresses the challenge of effectively motivating clients to engage with financial services. It explores the nuances of client motivation and the importance of connecting with their underlying desires.
Key Points:
- Motivation is often misunderstood; clients already have intrinsic motivations that advisers can tap into.
- Understanding clients' states of mind—whether promotional or prevention-focused—can significantly influence their willingness to engage.
- Using vivid, relatable language and framing information effectively can enhance client communication and drive action.
- Identifying clients' self-perceptions and values helps advisers tailor their approach to better meet client needs.
Watching this video will equip financial advisers with practical strategies to enhance client engagement and foster deeper relationships, ultimately leading to improved outcomes for both clients and advisers.
