Want to better understand your clients’ estate planning decisions? This article breaks down the three key influences—beliefs, values, and vision—and shows how advisors can uncover what truly matters to their clients.
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Rethinking Money as a Tool to Fund True Wealth
Financial wealth matters—but only as a tool. True Wealth includes time, health, relationships, and well-being. The real role of money is to support the life clients want to live.
The Emotional Side of Estate Planning
Why do clients understand advice but fail to act? Learn why financial literacy falls short and how advisors can inspire lasting behavior change through emotion.
Recognizing the Water Your Clients Are Swimming In
Clients often mistake inherited expectations for truth. Financial life planning begins by helping them recognize the water they’re swimming in.
Educating Clients Isn’t Enough
Why do clients understand advice but fail to act? Learn why financial literacy falls short and how advisors can inspire lasting behavior change through emotion.
Reframing Procrastination
Procrastination isn’t laziness or lack of motivation. It’s a signal of ambivalence—wanting change and wanting something else at the same time.
A Framework for Helping Clients Live Meaningful Lives
Clients often know what matters—but still struggle to act. This framework helps advisors match the depth of their tools to the depth of the client’s challenge.
Reframing Spending Conversations
Every purchase has a job. Better spending decisions come from being clear about what you’re hiring your money to do—before the justification begins.
“Buy Experiences, Not Things” Is Too Simple
“Buy experiences, not things” misses the point. What matters is whether spending enables meaningful experiences—or distracts from them. Advisors help clients find clarity.
Why Experiences Deliver More Value Than Things
Experiences create value before, during, and long after the moment. By understanding anticipation, experience, and memory, advisors can help clients spend in ways that truly increase well-being.