Make alliances with therapists
Advisors often know before the clients do that there are issues around what I call the soft side of money, the emotional part. -Marty Carter
One of the most sensitive alliances a planner can strike is with a therapist. “Advisors often know before the clients do that there are issues around what I call the soft side of money, the emotional part,” says Marty Carter, a Jefferson, Maine-based consultant in family communication who trained as a marriage and family therapist. While these issues might prevent the successful execution of the financial plan, most planners aren’t trained to handle them. And clients may not respond well to the suggestion that they see a therapist. Carter advises a discreet yet honest approach when referring clients to a therapist. “You could say something like, ‘There’s something I see that’s causing you discomfort. This is outside my expertise and I think we could use some outside help. I know someone who can be helpful. She’s trained as a social worker to help families communicate better.’” In other words, while you may not use the word therapist in the initial conversation, never mislead clients about the professional credentials of the person to whom you’re referring them.
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