After experiencing nearly 30 years of benign, cooperative capital-markets behavior, today many financial advisors are baffled or frustrated by how difficult it has become to get clients to accept new investment ideas.

The market correction of 2008 and 2009 and the ensuing economic and political volatility have revealed that many advisors don’t understand what motivates clients and don’t know how to craft messages that get clients to make necessary changes in investment behavior.

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