Attracting Clients | Chasing Positivity | Conversations

'What you resist persists'

This saying is usually attributed to the late Swiss psychiatrist and psychoanalyst, Carl Jung who said: "What you resist not only persists, but will grow in size." Let's explore the potential implications of this view relative to the core premise of "Chasing Positivity®" — the latest book I co-authored with Dr. Robert Brooks.

"Chasing Positivity" can help you overcome your #1 competitor — inertia. Often, prospective clients are doing what they currently do because it is what they have always done. What might they be resisting? Change.

The reason many people are reluctant to make changes to their habits, portfolios, financial plans, etc. rests in the fear of making a mistake. Such a bizarre thought, of course, since it suggests what they are currently doing could not possibly be a mistake. And so it goes ... "what you resist persists."

It takes great finesse to help people move past what behavioral finance experts refer to as "status quo bias." Think about it, if a prospective client is locked into status quo, can you tell him what to do and get him to course correct? Quite unlikely.

Can you bring a conscious approach to your collaborative conversations and, perhaps together, arrive upon an alternative path? Here are some powerful phrases that set a collaborative tone:

  • "I welcome your comments and questions."
  • "If I present any information that's not clear, please let me know."
  • "If I ask any questions and you're not certain why I'm asking, please ask me to explain."
  • "What would have to happen, from your vantage point, in order for our work together to be considered a complete success?"

Bottom line: The most successful advisors we know are consistently collaborating consciously.

"It takes great finesse to help people move past what behavioral finance experts refer to as 'status quo bias'."

Save for later

 

The views expressed in these posts are those of the authors and are current only through the date stated. These views are subject to change at any time based upon market or other conditions, and Eaton Vance disclaims any responsibility to update such views. These views may not be relied upon as investment advice and, because investment decisions for Eaton Vance are based on many factors, may not be relied upon as an indication of trading intent on behalf of any Eaton Vance fund. The discussion herein is general in nature and is provided for informational purposes only. There is no guarantee as to its accuracy or completeness. Past performance is no guarantee of future results.

What's next?

If you're interested in digging deeper into this topic, you can go to the next resource. If not, we recommend continuing to the next subtopic.