XPX Chicago: THE AMBIVALENCE PARADOX: Working With Clients Who Want Your Help—But Simultaneously Resist It

You’ve likely encountered this scenario:

The discovery call goes incredibly well. Your client articulates clear goals, understands your value, and seems ready to invest the time and resources needed.

Then things begin to change. Momentum diminishes. The client speaks as if they want to move forward, but their behavior suggests they've hit the brakes.

For the past six years, Larry Gard (XPX Chicago) and Tom Bixby (XPX Charlotte) have examined this puzzling behavior: clients hire you because they want change, but a part of them resists the very changes you recommend. This presentation is based on their recently published e-book, The Ambivalence Paradox.

Drawing on Larry’s background as a clinical psychologist (now retired) and business consultant, his presentation examines why even highly motivated clients can't seem to move forward—and what you can do about it.

In this session, we’ll explore:

• The psychology behind client ambivalence and why it's prevalent in exit planning

• How to recognize ambivalence (it rarely announces itself directly)

• Eight client readiness factors that can become focal points for internal conflict

• Specific communication strategies to address ambivalence without triggering defensiveness

• What to say (and what NOT to say) when you spot ambivalence

• How to distinguish between manageable ambivalence and situations where you should walk away

Our Speaker:

Dr. Larry Gard
Author & (Retired) Psychologist and Coach for Pre-Retirement Business Owners
Hamilton Chase Consulting

Registration Fees:

XPX Chicago Members: $40
XPX Chicago Members Same Day: $50

XPX Chapter Network Members: $65
XPX Chapter Network Members Same Day: $75

Non-Members: $70
Non-Members Same Day: $80

Food and beverages are included.  Pre-registration online is a must for catering planning.

Regular Monthly Educational Events Cancellation Policy: You may request a full refund for your event registration up to 72 hours before the scheduled date and time. After that deadline, the sale is final and no refunds or credits will be issued. The registration fee is non-transferable, non-substitutable and no replacements are offered.