Why Clients Don't Change—And What You Can Do About It - Dr. Christina Lynn [Financial Behavioral Strategist]

In this episode of the Smarter Planner podcast, host Belle Osvath talks with Dr. Christina Lynn, CFP®, AFC, CDFA, Director and Wealth Strategist at Mariner, about the transformative power of motivational interviewing in financial planning. A technique rooted in behavioral health, motivational interviewing is gaining momentum among financial professionals as a powerful tool to navigate emotionally charged client conversations and foster meaningful change.

Dr. Lynn explains that financial advisors often jump too quickly into solutions, assuming expertise alone can guide clients to better outcomes. Motivational interviewing teaches advisors to slow down and first explore a client's emotions, motivations, and readiness for change. It's about helping clients arrive at their reasons to act—making the advice more likely to be implemented.

Using real-life client scenarios—from pension decisions to post-crash diversification regrets—Dr. Lynn illustrates how motivational interviewing helps lower client defensiveness, rebuild trust, and foster more empathetic and effective relationships. As AI continues to handle more of the math, this episode emphasizes that emotional intelligence and relational skills are the future differentiators for advisors.

To connect with Dr. Lynn, visit Mariner.com or find her on LinkedIn.

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