Ep 74: How to Get Clients to Follow Through on Your Recommendations

Episode 74: How to Get Clients to Follow Through on Your Recommendations

Guest: Kristen Berman

Overview

Welcome to the Financial Advisors Want to Know Podcast! I’m Catherine Tindall, CPA with Dominion Enterprise Services, where we help financial advisors navigate income tax planning and compliance.

In this episode, I’m joined by Kristen Berman, behavioral scientist and co-founder of Irrational Labs, a behavioral design firm working with major companies like Intuit, Meta, Airbnb, and Microsoft. Kristen shares practical, science-backed strategies for helping clients follow through on financial recommendations by removing behavioral friction and simplifying decision-making.

Key Takeaways

✅ Behavioral Barriers Derail Intentions – Even motivated clients struggle to act on advice due to small, often invisible friction points. Advisors should remove complexity and make the process easy.

✅ Default Options Drive Action – Using behavioral design, such as pre-filling forms or creating automatic next steps, increases follow-through without requiring extra motivation.

✅ Simplify Choices to Avoid Overwhelm – Reducing options (e.g., offering one clear recommendation instead of five) improves client decision-making and boosts implementation rates.

✅ Uncover Hidden Obstacles – Clients may hesitate due to subtle uncertainties or decision fatigue. Identifying these barriers helps advisors proactively address resistance.

✅ Apply Behavioral Science Across the Journey – Designing an intentional client experience rooted in behavioral insights builds trust and boosts engagement from prospecting through implementation.

Connect with Kristen Berman

🌐 Irrational Labs
🔗 LinkedIn

Connect with Catherine Tindall

🔗 LinkedIn
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📧 Email: admin@dominiones.com
🌐 Visit Dominion Enterprise Services

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