Mindful listening isn’t just about hearing words; it’s about truly attending to your clients’ feelings, fears, and aspirations. When you stay present—free from distractions and preconceived answers—you earn the trust that transforms a business transaction into a genuine partnership, ultimately leading to better financial life planning outcomes.
Blog
From Recipes to Intuition: Mastering True Wealth Planning
Learning new techniques often starts with following a “recipe”—a structured, step-by-step process that guarantees decent results. Over time, however, true mastery emerges when you begin to experiment and trust your intuition. In this article, we explore how financial professionals can use the “recipe” of the True Wealth Planning Process to build confidence in their practice. Then, just like seasoned chefs who cook by taste, advisors can adapt and refine these methods to suit each client’s unique situation, blending structure and intuition for the best possible outcomes.
Doing is the First Step to Becoming
Confidence doesn’t come from pretending—it comes from doing. Taking small actions builds authentic confidence and breaks the cycle.
The Problems with Empathy
Empathy is often hailed as a cornerstone of successful financial planning, essential for truly understanding clients and crafting personalized solutions. But could there be a downside to being too empathetic? In this thought-provoking article, Amy Mullen explores her own experiences as a natural-born empath and reveals surprising challenges that can arise from high levels of empathy in client relationships. Through self-reflection and insights from a unique assessment tool, Amy highlights the importance of balancing empathy with intentional listening and effective communication, offering practical advice for financial professionals striving to support clients without unintentionally rushing to solutions.
Taming the Elephant: Helping Clients See the Bigger Picture
Clients often come to us overwhelmed by fears—whether they’re worried about losing money, facing major life changes, or simply caught in the relentless stream of negative headlines. In Taming the Elephant: Helping Clients See the Bigger Picture, we explore how to guide them from emotional reactions (the “elephant”) to clear, logical thinking (the “rider”). You’ll learn practical strategies for validating their concerns, reflecting their unarticulated thoughts, and using tools like the “If so—then what?” exercise to help them realize the future isn’t as dire as they might imagine. By bringing them into the rider’s realm of reason, you can build trust, calm their fears, and empower them to shape a more hopeful path forward.
The Gap Between Knowing and Doing
Knowing what to do isn’t enough. Real change happens when you take action. Combine knowledge with doing to bridge the gap to results.
Using Your Client’s Words
Using your client’s words creates connection, shows attentiveness, and builds trust. Reflective listening and mirroring ensure clients feel heard and understood.
Unlearning Yourself
We often live by stories others tell about us. To find your true self, unlearn these narratives and nurture your authentic identity.
Good Listening: Getting Out of the Way
Good listening isn’t just about hearing someone’s words—it’s about creating space for them to articulate their thoughts fully and clearly. Too often, interruptions—whether well-meaning or unintentional—become roadblocks that derail the speaker’s point.
In this article, we explore what makes a great listener, how to avoid common “roadblocks” like advising or reassuring too soon, and why getting out of the way is key to understanding your clients’ perspectives.
Compromise to Optimize Happiness in Life’s Domains
Life’s about balance, not perfection. Compromise lets you trade small losses for bigger gains in another. Optimize your happiness!