Nearly everything a financial professional asks of a client is contrary to the human brain's innate programming. This subconscious programming has not received an "operating system update" in 150,000 years. It operates as if it were living in a tribal culture where concepts such as saving and futuristic planning offered no particular advantage to survival, and in fact, such behaviors were commonly sanctioned. This ancient programming, responsible for at least 90% of the decisions a human being makes, results in some significant inefficiencies in today's world, and is relatively impermeable to information delivered in the traditional manner. During this session, we will discuss and demonstrate some of the tools that professionals can use, that have been proven to be effective in "working-around" some of these brain's self-defeating (for today's culture) programming and increase the likelihood that a client will follow through with professional recommendations.

Learning Objectives:

• Summarize why providing more information to a non-compliant client seldom works to change their behavior
• Identify ways the brain's ancient programming is inefficient in today's world
• Apply an intervention designed to increase the likelihood of a client following through with a professional's recommendation