Motivational interviewing
Certified Financial Planner glossary · Certified Financial Planner
Definition
A counseling approach that evokes the client's own reasons for change instead of arguing them into compliance.
Motivational interviewing in plain English
The planner launches into a lecture on why the client must save more, and the client goes quiet across the table. Motivational interviewing evokes the client's own reasons for change instead of arguing them into compliance. The righting reflex (jumping in to correct and persuade) is the trap that kills rapport and progress. Ask open questions, reflect what you hear, and let the client voice the change talk before you offer a product or a savings rate.
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